Results

Nov 22, 2023 05:00am

By Jody Seivert

Under Results, Sales Managers, strategy, Actions, Action plan, Achieve, Opportunities & Commitment

1 min read

Less of...

Yes, it is possible to do LESS of something!

It seems counter-intuitive to look at what we might do less of following a blog that focused on

MORE!

Maybe we could have talked less or talked less about things that were unimportant to the buyer

and only important to us. Or have spent less time on an interaction that was ineffective

(combine that with talking too much – ouch). Or we might have spent less time on non-sales

actions that kept sales actions from happening.

Or brought less resista…

Nov 22, 2023 05:00am

By Jody Seivert

Under Results, Sales Managers, strategy, Actions, Action plan, Achieve, Opportunities & Commitment

1 min read

Nov 1, 2023 10:00am

By Jody Seivert

Under #FillTheWell, #SellItOrScheduleIt, Build Habits, Results, Retail, Goals, solutions, Excellence, Achieve, selling, Commitment, #closeratio & Actions

2 min read

Don’t Let Up Until You Finish

You are almost there. It’s almost over.

Stay with the process and keep at it until you have crossed the finish line…and resist the temptation to lighten up as the end nears.

This is when others will give up…they will say ‘it’s close enough’…or that making goal is overrated…or some other disempowering belief that makes giving up seem reasonable. You might have done that in the past, too. But this is a new reality, and you are building a new set of skills that will serve you to consistently…

Nov 1, 2023 10:00am

By Jody Seivert

Under #FillTheWell, #SellItOrScheduleIt, Build Habits, Results, Retail, Goals, solutions, Excellence, Achieve, selling, Commitment, #closeratio & Actions

2 min read

Oct 25, 2023 10:00am

By Jody Seivert

Under Closing, Consistancy, Action plan, Creating Urgency, Change, Goals, #SellItOrScheduleIt, Build Habits, Sales Coaches, Coaching, Sales Managers, sales, Results & Retail

1 min read

Bear Down

The strategy for coming from behind has MORE actions than the strategy for making goal when you are on track to do so.

That means elevating expectations and perspective of what it will take…to aim higher and be prepared to do what you need to do to achieve the goal.

That also means MORE outreach calls. Making more appointments. Closing more appointments and more sales…and doing more with the time you have or maybe extending the time needed to each segment of the period.

Notice your reac…

Oct 25, 2023 10:00am

By Jody Seivert

Under Closing, Consistancy, Action plan, Creating Urgency, Change, Goals, #SellItOrScheduleIt, Build Habits, Sales Coaches, Coaching, Sales Managers, sales, Results & Retail

1 min read

Sep 6, 2023 12:00pm

By Jody Seivert

Under Results, selling, Sales Coaches, Sales Managers, Retail, sales, Excellence, Interactions & leaders

2 min read

DISC – Dominant Style

If we have worked together in the past, then you know that I consider the behavioral preference model DISC as a core competence for sales professionals in every sales role: seller, sales support, manager, leader.

This month we are going to focus on the four DISC styles in their most classic embodiment: To identify them by audio visual clues and to adapt to them so that you can create the experience THEY want… and to practice EMOTIONAL OBJECTIVITY and BEHAVIORAL FLEXIBILITY in the process.

Do…

Sep 6, 2023 12:00pm

By Jody Seivert

Under Results, selling, Sales Coaches, Sales Managers, Retail, sales, Excellence, Interactions & leaders

2 min read

Aug 29, 2023 10:00am

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, team, Appointments, Results, Structure, Actions, Achieve, Sales Managers & leaders

1 min read

Observe the Calendars of Your Sales Team Members

Now that your calendar is set with recurring actions and appointments, you can start connecting the dots (for yourself) of how that level of organization is contributing to the results you are achieving.

And you can be the example for your team to follow.

Your example and expertise will allow you to coach your team on HOW to organize their time and HOW to plan for appointments so that they can begin to experience that level of organization for themselves and connect their own dots of struct…

Aug 29, 2023 10:00am

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, team, Appointments, Results, Structure, Actions, Achieve, Sales Managers & leaders

1 min read

Aug 22, 2023 10:00am

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Action plan, Achieve, Appointments, solutions, Systems, Results, sales, Closing, Discovery Questions, strategy & BADAS

2 min read

Take the Actions That Create Appointments

Actions are the only things that produce results. When appointments are the target, there are specific actions to take, in a sequence, that will get them on the calendar, get them accepted via invitation, and get the result intended – namely, the sale. Here they are in chronological order:

Organize your calendar to schedule 8-10 appointments per week – at times YOU set.
Enter EACH customer interaction INTENDING to accomplish a sale or an appointment.
Recognize when an appointment WILL be …

Aug 22, 2023 10:00am

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Action plan, Achieve, Appointments, solutions, Systems, Results, sales, Closing, Discovery Questions, strategy & BADAS

2 min read

Jul 25, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, managers, Results, Retail, team, Discovery Questions, leaders, practice, sketching, Sketch the space & Closing

2 min read

Sell it or Schedule it: Your Operating System

To recap: The flrst level of Sell it or Schedule it as a sales manager is to be able to demonstrate the process and to produce a sale or an appointment.

The second level is to be able to train and coach the process with the sales team to improve results.

The last level is to use Sell it or Schedule it as your operating system with the sales team. This puts the understanding and execution of the process in a full circle.

Let me explain by asking a few questions…

How are you using voice and bod…

Jul 25, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, managers, Results, Retail, team, Discovery Questions, leaders, practice, sketching, Sketch the space & Closing

2 min read

Jul 18, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Retail, Results, Excellence, Goals, strategy, Systems, leaders, team, managers & practice

1 min read

Sell it or Schedule it: Train it and Coach it.

Now that you know the elements of Sell it or Schedule it, what are the skills to develop to train it or to coach your sales associates?

If you need to increase the team close ratio, what are the actions in the sales process that will accomplish that? Which steps in Sell it or Schedule it will raise their success rate? How are you going to do that?

And once you train a selling skill, how are going to coach it - formally and Informally?
How will you structure your observations on the floor to wa…

Jul 18, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Retail, Results, Excellence, Goals, strategy, Systems, leaders, team, managers & practice

1 min read

Jul 11, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Excellence, Results, showroom, #closeratio, managers, solutions & Systems

1 min read

Sell it or Schedule it: Know it and Demonstrate it.

We all nod in agreement when someone says, “You need to lead by example.”And yet, when put to the test to demonstrate the process that the salespeople are expected to execute, many sales managers would fail. So I ask you, how would you do with that?

Are you able to demonstrate 'Sell it or Schedule it' by taking a sales opportunity in the showroom and executing the process from start to finish…including getting a sale or getting an appointment?

Being able to demonstrate selling actions that pro…

Jul 11, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Excellence, Results, showroom, #closeratio, managers, solutions & Systems

1 min read

Jul 4, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Managers, Sales Coaches, showroom, Results, Achieve, Systems & solutions

1 min read

Sell it or Schedule it…or “You Do You.”

If you manage a sales team, your role is to have each of them make their goals and improve their performance… and if they do, then you make YOUR goal, which is the SHOWROOM goal.

(Yes, the showroom goal is YOUR goal.)

And to do that, you need structures and actions and a methodology to teach from, or you will be managing your team from your own behavioral preferences and your own selling autobiography.

That doesn’t mean that what you did when you were a salesperson was wrong or deficient, esp…

Jul 4, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Managers, Sales Coaches, showroom, Results, Achieve, Systems & solutions

1 min read

Blog

Results

Less of...

Don’t Let Up Until You Finish

Bear Down

DISC – Dominant Style

Observe the Calendars of Your Sales Team Members

Take the Actions That Create Appointments

Sell it or Schedule it: Your Operating System

Sell it or Schedule it: Train it and Coach it.

Sell it or Schedule it: Know it and Demonstrate it.

Sell it or Schedule it…or “You Do You.”

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