Closing

Sep 17, 2024 01:46pm

By Jody Seivert

2 min read

Master Appointments: The Key to Turning Conversations into Sales

Appointments are an essential, yet intangible, outcome in the sales process. Whether they happen over the phone, in the showroom, or in the customer’s home, scheduling and conducting appointments effectively requires a strategic approach. One of the most critical strategies is to introduce the concept of ‘next steps’ early in the sales conversation.

Plan Your Appointments in Advance To offer appointments effortlessly, start by blocking out appointment slots on your calendar. Choose low-traffic …

Sep 17, 2024 01:46pm

By Jody Seivert

Under Sales Managers & Closing

2 min read

Sep 10, 2024 01:45pm

By Jody Seivert

Under Sales Managers & Closing

2 min read

Ready to Close More Sales? Master the Art of the Close with These Proven Steps!

To guide your customer to the right outcome—whether it's a sale today or setting up an appointment—it's crucial to understand where they are in their buying process and if they’re ready to make a purchase now.

Do you know how to determine where the buyer is in their buying process and IF they CAN buy today? Try these steps:

Step 1: Ask the BADAS Questions
These five strategic questions cover three essential areas: time, money, and decision-makers. You’ll uncover how far along the customer is in…

Sep 10, 2024 01:45pm

By Jody Seivert

Under Sales Managers & Closing

2 min read

Aug 21, 2024 06:08pm

By Jody Seivert

Under sales, sales strategy & Closing

2 min read

Traffic is Only ONE Performance Indicator

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…

Aug 21, 2024 06:08pm

By Jody Seivert

Under sales, sales strategy & Closing

2 min read

Jul 9, 2024 11:47am

By Jody Seivert

Under Sales Managers, selling, sales, Closing & Conversation

3 min read

Stop Talking About Yourself: Mastering the Art of Listening in Sales

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 …

Jul 9, 2024 11:47am

By Jody Seivert

Under Sales Managers, selling, sales, Closing & Conversation

3 min read

Nov 29, 2023 05:00am

By Jody Seivert

Under Action plan, Coaching, Sales Coaches, Sales Managers, selling, Achieve, Opportunities, Commitment, Results, sales, Closing, solutions, Systems, planning, Goals, strategy & consistency

1 min read

Differently

Differently? What?

We have looked at what to do more of, less of…and now differently.

Doing things differently is just that. If you have been ‘white-knuckle attached’ to using a paper

calendar and absolutely resisting using technology…it might finally be time to do things

differently.

Or you don’t want to make appointments with prospects you haven’t closed, preferring to follow

up in 2 days, because you think appointments are too pushy. Look at what it cost you in time and effectiveness.

C…

Nov 29, 2023 05:00am

By Jody Seivert

Under Action plan, Coaching, Sales Coaches, Sales Managers, selling, Achieve, Opportunities, Commitment, Results, sales, Closing, solutions, Systems, planning, Goals, strategy & consistency

1 min read

Nov 15, 2023 05:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

More of...

In an earlier blog, we looked at ACTIONS – since actions are the only things that produce results. Actions are also measurable and observable so we can see if they are working.

When we evaluate performance, we need to look at the specific actions we took and the quantity of those actions. Did we take ENOUGH of them?

Or, did we need to take more impactful actions? Did we do things that were easier or more comfortable or more familiar – that didn’t work – instead of actions that would have bee…

Nov 15, 2023 05:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

Nov 8, 2023 10:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

Evaluation

As the year starts to wrap up, we have addressed finishing strong - and the actions associated with that – so that we can carry this perspective into the end of the year.

Progressing further into the final quarter, and in preparation for setting goals in December, we want to take a hard look at the year – what worked and what didn’t work – so that we can effectively and objectively evaluate actions that did, or did not, produce results.

Objectively evaluating performance can be tough – we want…

Nov 8, 2023 10:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 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

Oct 18, 2023 10:00am

By Jody Seivert

Under #JodySays, Action plan, Sales Coaches, Sales Managers, Opportunities, strategy, solutions, Closing, #closeratio & Excellence

2 min read

Coming From Behind

Are you falling short of your goal this period? Do you have ground to make up before the period ends?

Coming from behind is a skill and a process. And it’s a skill and a process that you will use more than once, as falling short of goal is not unusual even when the intention is to make goal consistently and to stay on track.

The process needs to be high impact…meaning it needs to produce results quickly. To do that, look to the business that is closest and easiest to close: appointments that …

Oct 18, 2023 10:00am

By Jody Seivert

Under #JodySays, Action plan, Sales Coaches, Sales Managers, Opportunities, strategy, solutions, Closing, #closeratio & Excellence

2 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

Blog

Closing

Master Appointments: The Key to Turning Conversations into Sales

Ready to Close More Sales? Master the Art of the Close with These Proven Steps!

Traffic is Only ONE Performance Indicator

1. See More People

Stop Talking About Yourself: Mastering the Art of Listening in Sales

Differently

More of...

Evaluation

Bear Down

Coming From Behind

Take the Actions That Create Appointments

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