sales

Oct 4, 2022 12:00pm

By Jody Seivert

Under solutions, Discovery Questions, Objections, #SellItOrScheduleIt, Appointments, Retail, selling, Results, sales, Closing, challenges, communication, Mindset, Resistance, sales professionals, priorities, Problems, Consultative Selling & Summarize

1 min read

Asking for the Commitment…are you asking enough?

Here’s a question…when you KNOW that the solution you presented is spot on, and the customer agrees…and yet they have a question or a concern – which you overcome, do you then ask for the sale?

And if they hesitate or say: ‘I want to think about it,’ do you manage it and ask for the sale again?

And if the sale is not forthcoming, do you ask for and get an appointment – to ask for the sale again?

Okay, this might seem like waaaayyyyy too much for you. You may call it too aggressive. Too inse…

Oct 4, 2022 12:00pm

By Jody Seivert

Under solutions, Discovery Questions, Objections, #SellItOrScheduleIt, Appointments, Retail, selling, Results, sales, Closing, challenges, communication, Mindset, Resistance, sales professionals, priorities, Problems, Consultative Selling & Summarize

1 min read

Sep 27, 2022 12:00pm

By Jody Seivert

Under Qualifying Questions, Objections, solutions, Retail, sales, Coaching, Resistance, Interactions, #SellItOrScheduleIt, selling, Opportunities, challenges, relationships, communication, Discovery Questions, Problems, Conversation, Connection & Buyer

1 min read

Handling Objections…what is enough?

Let’s extend developing our questioning skills to include handling objections.

As we evaluate our relationship to objections, it’s important to look at the reaction to objections and the response to the objection. They are separate yet related actions.

Ask yourself: Do I really know what they are concerned about…or am I assuming I know? Do I accept their concern as valid – and maybe even agree with them? Do I understand their concern, and do I have a response to address it and move beyond i…

Sep 27, 2022 12:00pm

By Jody Seivert

Under Qualifying Questions, Objections, solutions, Retail, sales, Coaching, Resistance, Interactions, #SellItOrScheduleIt, selling, Opportunities, challenges, relationships, communication, Discovery Questions, Problems, Conversation, Connection & Buyer

1 min read

Sep 20, 2022 12:00pm

By Jody Seivert

Under Qualifying Questions, #JodySays, #SellItOrScheduleIt, Opportunities, Closing, Sketch, sales professionals, sales, Retail, Objections, Process, Resistance, Mindset, Conversation, Connection, Decision Maker & Buyer

1 min read

Asking…enough… Questions

How do you know if you have asked enough questions?

What is it you want to know? And are you asking the questions that will find that out?

As salespeople, we can all expect to learn more and ask better questions as we continue to develop our skills.

One of the clues that you are not asking enough questions is that objections arise when you try to close. What are the objections that consistently come up for you?

Or equally important, do you know where your buyer is in their buying process…

Sep 20, 2022 12:00pm

By Jody Seivert

Under Qualifying Questions, #JodySays, #SellItOrScheduleIt, Opportunities, Closing, Sketch, sales professionals, sales, Retail, Objections, Process, Resistance, Mindset, Conversation, Connection, Decision Maker & Buyer

1 min read

Jul 26, 2022 12:00pm

By Jody Seivert

Under Interactions, Opportunities, Coaching, Build Habits, Action plan, Results, showroom, sales, Sales Managers, Sales Coaches, Clarity & sales professionals

2 min read

Who should Summarize?

In the same way that sketching the room is a multi-purpose tool and skill, I assert that summarizing will be, too. And they both need to be practiced into second nature by everyone on the sales team.

The sales professional.

In the earlier posts, I itemized the situations that would benefit from summarizing. For the salesperson, this will be a skill to be practiced and to keep front of mind. It may need to be mentioned in the daily huddle – with some successes from the previous day and some v…

Jul 26, 2022 12:00pm

By Jody Seivert

Under Interactions, Opportunities, Coaching, Build Habits, Action plan, Results, showroom, sales, Sales Managers, Sales Coaches, Clarity & sales professionals

2 min read

Jul 12, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, sales, strategy, Appointments, Mindset & Clarity

2 min read

Why Summarize?

Summarizing is a fairly new concept for me to work with, so bear with me as I share my initial and inchoate understanding of this valuable tool…so enjoy and use what I know now and please stay tuned for more as I continue to learn what this tool will create and accomplish.

What does summarizing and recapping bring to the sales interaction? Why should we do this?

For both the salesperson and the client/customer it manages distractions. It’s easy to go off on a tangent or to start adding mo…

Jul 12, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, sales, strategy, Appointments, Mindset & Clarity

2 min read

Jul 6, 2022 12:00am

By Jody Seivert

Under #SellItOrScheduleIt, Mindset, #JodySays, Build Habits, Coaching, selling, Opportunities, Achieve, Interactions, #closeratio, showroom, sales, relationships & communication

2 min read

What does slow mean?

When salespeople tell me that ‘it’s slow’…I have to take a breath and get to neutral so that I don’t react. 😀 Why is that?

Because most salespeople who complain about traffic aren’t using the actual data as their complaint. They might be using one day of traffic against the same day a week earlier or another anecdotal comparison that is not based in fact. And even if it IS factual, now what?

My standard response to “It’s slow…” is something like, “I get that you have some concerns about the tr…

Jul 6, 2022 12:00am

By Jody Seivert

Under #SellItOrScheduleIt, Mindset, #JodySays, Build Habits, Coaching, selling, Opportunities, Achieve, Interactions, #closeratio, showroom, sales, relationships & communication

2 min read

Jun 28, 2022 12:00pm

By Jody Seivert

Under Resistance, #SellItOrScheduleIt, #JodySays, Build Habits, Actions, Action plan, Achieve, Sales Coaches, selling, Interactions, Opportunities, Retail, Coaching, #closeratio, Results, communication & sales

1 min read

It’s not my job….Resist being resistant

In the showroom world, it’s understandable that sales associates will rely on incoming traffic for their business. After all, if they wanted to do outreach, they would be outside salespeople, right?!
Maybe.

Whether inside or outside, the role of a salesperson is to generate sales for the showroom and for themselves. The more flexible and innovative the salesperson is with HOW that achievement is executed, the more consistently their goal will be achieved. This is because they are not tethered t…

Jun 28, 2022 12:00pm

By Jody Seivert

Under Resistance, #SellItOrScheduleIt, #JodySays, Build Habits, Actions, Action plan, Achieve, Sales Coaches, selling, Interactions, Opportunities, Retail, Coaching, #closeratio, Results, communication & sales

1 min read

Jun 21, 2022 12:00pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Sales Coaches, Sales Managers, selling, Interactions, Opportunities, Retail, sales, #closeratio, Closing, communication, relationships, strategy, Systems, challenges, Prospects, Discovery Questions, Sketch the space & leads

2 min read

Cold call, warm call, hot call…what is it? Go with the easy ones first

Outreach occurs on an ominous note because we collapse outreach with cold calls…which many salespeople fear and despise…and consequently, aren’t very good at…so the cycle never gets broken and the perspective continues.

If you see the relevance and value of outreach but don’t have much experience with it, the fear and resistance are understandable. So, let’s start with the easy stuff…hot and warm calls.

Hot calls are those customers who are actively looking, and you happened to connect wit…

Jun 21, 2022 12:00pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Sales Coaches, Sales Managers, selling, Interactions, Opportunities, Retail, sales, #closeratio, Closing, communication, relationships, strategy, Systems, challenges, Prospects, Discovery Questions, Sketch the space & leads

2 min read

Jun 14, 2022 12:00pm

By Jody Seivert

Under #FillTheWell, #SellItOrScheduleIt, Build Habits, Action plan, Organization, showroom, Systems, Prospects, practice, connecting, relationships, selling, Interactions, Opportunities, Retail, sales, #closeratio & Closing

2 min read

Who you gonna call?

Do you have your customers and prospects in a CRM or accessible and organized format?
Are your contacts stored somewhere that you can get to easily?

If you aren’t using a CRM program, you can get by with putting your contacts in Outlook or in an Excel or Google spreadsheet. You probably have systems in your computer (or the company does) that you can use to get started, so ask before you take on building something that might already be in existence.

For trade showrooms, begin to organize your…

Jun 14, 2022 12:00pm

By Jody Seivert

Under #FillTheWell, #SellItOrScheduleIt, Build Habits, Action plan, Organization, showroom, Systems, Prospects, practice, connecting, relationships, selling, Interactions, Opportunities, Retail, sales, #closeratio & Closing

2 min read

Jun 7, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Sales Coaches, Opportunities, #closeratio, Retail, sales, showroom, Closing, challenges, relationships, connecting, selling & Coaching

2 min read

Why wait?

As traffic begins to slow in both retail and trade showrooms and we look to satisfy our commitment to making goal NO MATTER WHAT…we find that relying solely on the door is not a good strategy for achievement.

Relying on the door is a waiting game. And it puts all the eggs in one basket… and it’s not a sturdy basket. It may seem easier to just wait and see what happens, right? But what if the traffic is insufficient to make your goal at your current performance levels? Then what? Can you affo…

Jun 7, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Sales Coaches, Opportunities, #closeratio, Retail, sales, showroom, Closing, challenges, relationships, connecting, selling & Coaching

2 min read

Blog

sales

Asking for the Commitment…are you asking enough?

Handling Objections…what is enough?

Asking…enough… Questions

Who should Summarize?

Why Summarize?

What does slow mean?

It’s not my job….Resist being resistant

Cold call, warm call, hot call…what is it? Go with the easy ones first

Who you gonna call?

Why wait?

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