sales

All of this talk about intentionality can seem daunting at first. The idea of consistently focusing your energy and attention might appear exhausting. And maybe, at the very beginning, it is.

But consider this: intentionality is a practice, not perfection. It’s about bringing yourself fully into the present moment and becoming aware of what’s happening around you—the environment, the people, and the conditions—that might impact your actions and intentions.

The more you practice being present a…

Have you ever noticed how elite athletes or performers prepare just before they take action? Whether it’s stepping onto the track or walking on stage, they all take a moment to breathe. They center themselves. They focus on what’s next, slowing everything down to concentrate fully on the intention of their next action.

In sales, this same intentionality can be a game-changer. It’s about slowing down and aligning every action with a purpose—whether it’s picking up the phone, greeting a new oppor…

For sales professionals everywhere

Being intentional is a powerful mindset, but it’s more than just a philosophy—it’s a practical approach that can transform your sales results. By narrowing your focus and aligning your actions with a clear, desired outcome, you set yourself up for success.

What Does It Mean to Be Intentional?
At its core, being intentional is about clarity and purpose. It’s about knowing exactly what result you’re aiming for and letting that outcome guide your actions. While b…

What’s your outcome? What’s the goal you’re out to create?

Being intentional means having a clear purpose behind every action you take. It’s about being deliberate with your time, energy, and focus to ensure that every step you make is working toward the results you want to achieve.

When it comes to sales, intentionality starts with defining clear outcomes. Do you know what you’re aiming for in each interaction, each call, each proposal? Without a defined goal, it’s easy to get sidetracked or …

Even with the best intentions and strategies, not every customer interaction will lead to a sale or an appointment on the spot. That’s just the nature of sales. But don’t lose heart—what truly sets successful salespeople apart is their ability to follow up effectively. When you don’t get the immediate result you’re aiming for, your next step is to follow up with purpose and persistence. Here’s how to turn those "maybes" into "yeses":

1. Commit to Multiple Follow-Up Calls Plan to call up to five …

This article is the third in our series about maximizing opportunities with less retail traffic. Remember, traffic count is just one of many performance indicators. If you want to write more business, you can do that in one of three ways:

1. See More People

Increase your personal contacts and opportunities. Incoming showroom traffic is only ONE way to do that. Outreach, prospecting, and networking are powerful ways to develop contacts without waiting for them to walk through the door. Be proac…

With Less Traffic, You Can…

…expand the time you spend with the customer.

This article is the second in our series about maximizing opportunities with less retail traffic. In times of reduced traffic, each customer interaction becomes even more valuable. By viewing each customer as an opportunity, regardless of where they are in their decision-making process, you can create meaningful engagements that lead to better outcomes.

Here are some things to consider: 

See Each Customer as an Opportu…

Handling objections is a critical skill for any sales leader. An objection is simply a voiced concern, waiting to be addressed with information, compassion, and patience. The key to overcoming objections effectively is to respond succinctly and then stop talking.

Here’s how to master this approach:

Understand the Concern

When a customer voices an objection, your first step should be to understand the real concern. Ask clarifying questions to get to the heart of the issue. For example, if a cu…

As a sales leader, your primary goal is to help customers find solutions that meet their needs. However, one common mistake is providing too much information when presenting a solution. This can overwhelm the customer and hinder their decision-making process.

When a customer comes to you, they are looking to solve a specific problem or achieve certain priorities. It's crucial to focus on these aspects and align your solution accordingly. Here’s how to effectively present a solution without over…

As sales leaders, it's natural to want to build connections with customers by sharing personal anecdotes. However, there are times when talking about yourself can hinder rather than help the conversation. This might sound harsh, but when a customer starts talking about their German Shepherd, it’s not an invitation to talk about your French Bulldog.

Even if you have a good connection with the customer and you are intentionally looking to create a deeper bond by increasing similarity, resist the …