Sketch

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

Sep 13, 2022 12:00pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, connecting, Discovery Questions, sketching, Sketch the space, Sketch, Coaching, Qualifying Questions, communication, Closing, Opportunities, Interactions, selling & Connection

2 min read

Connecting…enough?

I have been bumping up against the word ‘enough’ for a while now so I figured that there was a message for me to pay attention to!

Whether it’s gratitude for having enough or acknowledgment for being enough, I thought it might be time to take a look at where else 'enough' matters.

This year I modified the objective of Step 2 of “Sell it or Schedule it” - the step of Connecting and Building Rapport. I adjusted the objective of this step to be "To help the customer to be comfortable enough fo…

Sep 13, 2022 12:00pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, connecting, Discovery Questions, sketching, Sketch the space, Sketch, Coaching, Qualifying Questions, communication, Closing, Opportunities, Interactions, selling & Connection

2 min read

Aug 2, 2022 12:00pm

By Jody Seivert

Under Decision Maker, Sales Managers, Action plan, Build Habits, selling, Interactions, showroom, Closing, Sketch, priorities, relationships & Appointments

1 min read

How to Summarize?

“Let’s recap where we are now….”

“Let’s look at what has been decided and what remains…”

“Let’s summarize where we are now and make sure we are focused on your priorities.”

Notice that these are all ‘stop action’ statements by the salesperson…directing what the next action will be and the benefit of that action.

Summarizing will let the customer/client take a breath and not add new information to the conversation.

It will allow the salesperson to pause and take a breath, get to neutral…

Aug 2, 2022 12:00pm

By Jody Seivert

Under Decision Maker, Sales Managers, Action plan, Build Habits, selling, Interactions, showroom, Closing, Sketch, priorities, relationships & Appointments

1 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

Feb 26, 2019 11:00am

By Verve Creative Solutions

Under #closeratio, #JodySays, Achieve, Action plan, Build Habits, challenges, Closing, Goals, Interactions, Retail, sales, Sales Managers, showroom, Sketch, Sketch the space, sketching, Small businesses, solutions, strategy, success, Systems & Uncategorized

2 min read

High Impact Actions

For sales leaders, everywhere

Many retailers use statistics to measure performance and results, and there are some constants that all retailers measure: Traffic, close ratio, average sale. All are measurable, all matter, and all have specific actions to increase them.

There are retailers who add another statistic – sales per guest/dollars per opportunity/performance index. Whatever you call it, they all measure the same thing: Total revenue divided by total traffic. It is a combination of close…

Feb 26, 2019 11:00am

By Verve Creative Solutions

Under #closeratio, #JodySays, Achieve, Action plan, Build Habits, challenges, Closing, Goals, Interactions, Retail, sales, Sales Managers, showroom, Sketch, Sketch the space, sketching, Small businesses, solutions, strategy, success, Systems & Uncategorized

2 min read

Jan 8, 2019 08:00am

By Verve Creative Solutions

Under #closeratio, #JodySays, Achieve, Closing, Coaching, managers, Sales Managers, Sketch, Sketch the space, sketching & Uncategorized

2 min read

This Equals That

For Sales Managers, everywhere

I love Sales Managers, especially selling sales managers. I love that they love to sell and engage with the customer and that they are interested in developing their team members for greater achievement. managers810

You know that I believe the sketch is the Holy Grail for the salesperson and the customer. Those salespeople who sketch and take notes during the interaction and gather great data that they use in their sales presentation have a higher close ratio, higher ave…

Jan 8, 2019 08:00am

By Verve Creative Solutions

Under #closeratio, #JodySays, Achieve, Closing, Coaching, managers, Sales Managers, Sketch, Sketch the space, sketching & Uncategorized

2 min read

Blog

Sketch

Asking…enough… Questions

Connecting…enough?

How to Summarize?

Intended Outcomes

High Impact Actions

This Equals That

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