practice

Jul 25, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, managers, Results, Retail, team, Discovery Questions, leaders, practice, sketching, Sketch the space & Closing

2 min read

Sell it or Schedule it: Your Operating System

To recap: The flrst level of Sell it or Schedule it as a sales manager is to be able to demonstrate the process and to produce a sale or an appointment.

The second level is to be able to train and coach the process with the sales team to improve results.

The last level is to use Sell it or Schedule it as your operating system with the sales team. This puts the understanding and execution of the process in a full circle.

Let me explain by asking a few questions…

How are you using voice and bod…

Jul 25, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, managers, Results, Retail, team, Discovery Questions, leaders, practice, sketching, Sketch the space & Closing

2 min read

Jul 18, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Retail, Results, Excellence, Goals, strategy, Systems, leaders, team, managers & practice

1 min read

Sell it or Schedule it: Train it and Coach it.

Now that you know the elements of Sell it or Schedule it, what are the skills to develop to train it or to coach your sales associates?

If you need to increase the team close ratio, what are the actions in the sales process that will accomplish that? Which steps in Sell it or Schedule it will raise their success rate? How are you going to do that?

And once you train a selling skill, how are going to coach it - formally and Informally?
How will you structure your observations on the floor to wa…

Jul 18, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Retail, Results, Excellence, Goals, strategy, Systems, leaders, team, managers & practice

1 min read

Dec 13, 2022 12:00pm

By Jody Seivert

Under Follow-up, #JodySays, #SellItOrScheduleIt, Build Habits, Opportunities, Closing, Retail, Results, challenges, Systems, sales professionals, gratitude, practice & Process

1 min read

GRATEFUL FOLLOW-UP

For many salespeople (including myself) follow-up is the weakest skill. It takes scheduling, organizing, and consistent action for follow up to be effective. It takes doing things you don’t want to do. It takes failing – a lot! – and trying again. It takes rigorous evaluation and measurement to improve and build the follow-up muscle. And it never, ever ends.

Whether cold or warm calls, managing web leads or referrals, follow-up is a skill and a practice of patience and persistence. It will ALWA…

Dec 13, 2022 12:00pm

By Jody Seivert

Under Follow-up, #JodySays, #SellItOrScheduleIt, Build Habits, Opportunities, Closing, Retail, Results, challenges, Systems, sales professionals, gratitude, practice & Process

1 min read

Dec 6, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, solutions, Process, practice, Discovery Questions, Coaching, Sales Managers, Sales Coaches, selling, sales, Celebrate, gratitude, connecting, Compromise, Interactions, Retail & Excellence

1 min read

GRATEFUL SOLUTIONS

Consider the skill it takes to collaborate with a client/customer to find a solution that they can say ‘yes’ to. That skill takes practice to develop and a belief that the practice will enhance the interaction and the outcome. And that the practice of collaboration and problem-solving will lead to more effective outcomes.

If you are achieving that, it is because you chose to try something different… and were willing to be uncomfortable with the process (and yet trust it!) so that you could produc…

Dec 6, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, solutions, Process, practice, Discovery Questions, Coaching, Sales Managers, Sales Coaches, selling, sales, Celebrate, gratitude, connecting, Compromise, Interactions, Retail & Excellence

1 min read

Nov 15, 2022 12:00pm

By Jody Seivert

Under #JodySays, Coaching, Build Habits, practice, gratitude, Process, Reflection, Holidays, Structure, Systems & Mindset

1 min read

GRATEFUL THINKING

In the season of Thanksgiving, I thought it might be helpful to bring gratitude to every element of the sales process and to see where we can expand our effectiveness. And since thoughts impact words and words impact deeds, it’s a great place to start.

Grateful thinking is a process and a practice that starts with prompts and reminders to begin building the practice. Personally, I notice that when I let my practice and structure lapse, my thinking follows, and I am not ‘operating’ from a place of…

Nov 15, 2022 12:00pm

By Jody Seivert

Under #JodySays, Coaching, Build Habits, practice, gratitude, Process, Reflection, Holidays, Structure, Systems & Mindset

1 min read

Nov 8, 2022 12:00pm

By Jody Seivert

Under #JodySays, Build Habits, Coaching, sales, selling, practice, planning, relationships, Problems, Objections, Discovery Questions, Organization, Process, Systems, development, sales professionals & Mindset

1 min read

Practice – the rewards

I need to bring the topic back around to selling.

Ah, the practice of selling. It is a practice. There are so many elements: the practice of setting goals, the practice of connecting with strangers, the practice of asking discovery questions, the practice of presenting solutions to customer priorities, the practice of handling objections, the practice of asking for a commitment, the practice of being silent and still, the practice of follow up and outreach, the practice of organizing your bus…

Nov 8, 2022 12:00pm

By Jody Seivert

Under #JodySays, Build Habits, Coaching, sales, selling, practice, planning, relationships, Problems, Objections, Discovery Questions, Organization, Process, Systems, development, sales professionals & Mindset

1 min read

Nov 1, 2022 12:00pm

By Jody Seivert

Under Build Habits, Opportunities, practice, Resistance, Achieve, Actions, #SellItOrScheduleIt, Action plan, sales, strategy, communication & Imposter Syndrome

2 min read

Practice – the resistance

There are times when I am writing or teaching or coaching that I need to check my “Imposter Syndrome.” Maybe it’s the syndrome or maybe it’s that I really don’t do what I am preaching at the level that my communication would indicate.

That’s how it is for me with practice. I must recognize my resistance and manage it, which includes accepting it as part of MY process of practice. Even when I want something, my ego will resist the actions needed to achieve what I want. And it’s sneaky.

I s…

Nov 1, 2022 12:00pm

By Jody Seivert

Under Build Habits, Opportunities, practice, Resistance, Achieve, Actions, #SellItOrScheduleIt, Action plan, sales, strategy, communication & Imposter Syndrome

2 min read

Oct 25, 2022 12:00pm

By Jody Seivert

Under practice, Process, Change, Opportunities, challenges, Interactions, Build Habits, Coaching, Retail, Mindset & development

1 min read

Practice - the practice

It sounds funny…but practice is a practice. Medicine is a practice…as are yoga and meditation.

Practice practicing. Some of that is thinking of practice as a repetition to develop a skill. Or through practice, to develop an understanding of the nature of practice…the emotions that are part of it, the stages to be experienced, the discomfort and awkwardness that is PART of the practice and of development.

Practice allows us to build a relationship to discomfort so that we can see it for w…

Oct 25, 2022 12:00pm

By Jody Seivert

Under practice, Process, Change, Opportunities, challenges, Interactions, Build Habits, Coaching, Retail, Mindset & development

1 min read

Oct 18, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Opportunities, Interactions, practice, Change, consistency, Reflection, Designers & Mindset

2 min read

Practice – the concept

Most of us would agree that to achieve excellence or to be good at something, we have to practice. Right?

We may have natural talent in an area of interest, but talent alone will only get us so far. To go beyond our innate skills, we’ve got to practice.

Conceptually, practice equates with something of interest. To invest the time to practice, we would need the desire to improve…to learn beyond what we know…to discover and expand our limits…to experience ourselves beyond who we know oursel…

Oct 18, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Opportunities, Interactions, practice, Change, consistency, Reflection, Designers & Mindset

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

Blog

practice

Sell it or Schedule it: Your Operating System

Sell it or Schedule it: Train it and Coach it.

GRATEFUL FOLLOW-UP

GRATEFUL SOLUTIONS

GRATEFUL THINKING

Practice – the rewards

Practice – the resistance

Practice - the practice

Practice – the concept

Who you gonna call?

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