#closeratio

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

May 24, 2022 12:00pm

By Jody Seivert

Under Objections, Process, Commitment, Appointments, #SellItOrScheduleIt, sales, Action plan, Build Habits, Interactions, #closeratio, Opportunities & challenges

2 min read

Objections to Appointments

When we are committed to the process and the outcomes of making appointments, we need to prepare for the objections that come with them…so that when they happen – and they will!.. we are ready with a response that will turn that objection around to make the appointment.

A few of the most common objections and responses are:

“I am busy and will just pop back in.”

“I can understand that…and what many of my clients/customers/designers have found is that by scheduling a time to meet again, …

May 24, 2022 12:00pm

By Jody Seivert

Under Objections, Process, Commitment, Appointments, #SellItOrScheduleIt, sales, Action plan, Build Habits, Interactions, #closeratio, Opportunities & challenges

2 min read

May 17, 2022 12:00pm

By Jody Seivert

Under Qualifying Questions, selling, Action plan, Coaching, Interactions, Achieve, sales, challenges, #closeratio, Build Habits, #SellItOrScheduleIt, strategy, Organization & Appointments

2 min read

Process for Selling Intangibles

Selling intangible outcomes like appointments is different from selling tangible outcomes, like sofas or chairs. Selling an intangible requires a process of introducing the concept when you first realize that it will be the intended outcome of the sales interaction. This is because it is CLEAR that the customer cannot buy today – based on the answers to your questions that were intended to determine that (not your assumptions).

At that point, introduce the concept: “Since we can only accompl…

May 17, 2022 12:00pm

By Jody Seivert

Under Qualifying Questions, selling, Action plan, Coaching, Interactions, Achieve, sales, challenges, #closeratio, Build Habits, #SellItOrScheduleIt, strategy, Organization & Appointments

2 min read

May 3, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Results, Retail, #closeratio, Closing, Interactions, Opportunities, Sales Coaches, Coaching, Sketch, Sketch the space, showroom, selling & communication

1 min read

Intended Outcomes

My program, “Sell it or Schedule it”™, is called that because the ONLY outcomes of a selling interaction is to close the sale or to arrange another contact time…in order to close the sale. To either write it up today because the customer is far enough along in their buying process to be able to confidently decide…or they aren’t! In the case of the latter, an appointment will ‘forward’ or ‘advance’ the sale so that you can close it at the next contact.

Anything else isn’t an outcome, but a step …

May 3, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Results, Retail, #closeratio, Closing, Interactions, Opportunities, Sales Coaches, Coaching, Sketch, Sketch the space, showroom, selling & communication

1 min read

Apr 12, 2022 12:00pm

By Jody Seivert

Under Furnishings, #closeratio, Opportunities, Retail, Achieve, showroom, Results, Coaching, sales, challenges & Designers

2 min read

High Point Furniture Market

In the spirit of Spring and the transition and blossoming nature of the season, High Point Market was a welcome respite from the isolation of the pandemic.

It ‘felt’ well attended, both in the buildings and on the streets, and had an old and new quality to it.

Old in the sense of seeing lots of people I have missed in the last couple of years, and the chance to sit and talk about how they and their business have changed.

Old and new in revisiting shared experiences (I got a lot of “You once t…

Apr 12, 2022 12:00pm

By Jody Seivert

Under Furnishings, #closeratio, Opportunities, Retail, Achieve, showroom, Results, Coaching, sales, challenges & Designers

2 min read

Mar 22, 2022 12:00pm

By Jody Seivert

Under sales, Sales Coaches, Sales Managers, communication, Interactions, solutions, #closeratio, Retail, showroom, Closing, relationships, strategy, connecting, Process, priorities, #SellItOrScheduleIt, BADAS & Qualifying Questions

1 min read

Process…plus….

Of the three key points, this one is most critical to know in order to direct the interaction to an outcome today – and the only outcomes that count are a sale or an appointment.

Every buyer is somewhere in their buying decision. Where they are and what they have done and what remains to be done will impact what they CAN do today.

Surprisingly, this is the area least explored by most salespeople or considered critical in what outcome can be achieved today. And I assert that not knowing th…

Mar 22, 2022 12:00pm

By Jody Seivert

Under sales, Sales Coaches, Sales Managers, communication, Interactions, solutions, #closeratio, Retail, showroom, Closing, relationships, strategy, connecting, Process, priorities, #SellItOrScheduleIt, BADAS & Qualifying Questions

1 min read

Dec 14, 2021 12:00pm

By Jody Seivert

Under planning, Action plan, Retail, sales, Goals, Holidays, Closing, #closeratio, Achieve & Standards

2 min read

Prep for the Holidays

I am hopeful that your year has been strong and that your business has been consistently good each month.

And I am also hopeful that you prepared for HOW you would do business at the end of the year as the holidays approached.

One of the benefits of setting yearly goals (broken into quarters and months) is that you can anticipate and predict the cycles of traffic and buying highs and lows. You can manage how your business will be taken care of and your goals achieved during vacations and h…

Dec 14, 2021 12:00pm

By Jody Seivert

Under planning, Action plan, Retail, sales, Goals, Holidays, Closing, #closeratio, Achieve & Standards

2 min read

Jul 16, 2019 07:00am

By Jody Seivert

Under #closeratio, #JodySays, #SellItOrScheduleIt, Achieve, Action plan, Closing, communication, Decision Maker, Objections, Opportunities, Results, Retail, sales, Sales Coaches, Sales Managers, selling, showroom, solutions, success & Uncategorized

2 min read

Part 7 of 20: HubSpot Sales Statistics…With Secret Sauce Added

7. 80% of sales need at least 5 follow-up calls after a meeting

As shown in sales enablement statistic #6, sales reps are giving up far too fast on potential clients. The majority of sales take time and continuous communication with the customer.

For Salespeople PLAN to do at least FIVE follow up calls with each prospect. Shift your thinking about this. Make each call a bit different and all of them compelling…with enthusiasm! And if you are scheduling appointments or closing as an outcome to …

Jul 16, 2019 07:00am

By Jody Seivert

Under #closeratio, #JodySays, #SellItOrScheduleIt, Achieve, Action plan, Closing, communication, Decision Maker, Objections, Opportunities, Results, Retail, sales, Sales Coaches, Sales Managers, selling, showroom, solutions, success & Uncategorized

2 min read

Blog

#closeratio

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

Who you gonna call?

Why wait?

Objections to Appointments

Process for Selling Intangibles

Intended Outcomes

High Point Furniture Market

Process…plus….

Prep for the Holidays

Part 7 of 20: HubSpot Sales Statistics…With Secret Sauce Added

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