priorities

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

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

Mar 29, 2022 12:00pm

By Jody Seivert

Under solutions, Actions, Closing, Coaching, #SellItOrScheduleIt, Action plan, Sales Coaches, Sales Managers, selling, Process, Problems, priorities, Interactions, Opportunities, Achieve, communication & Customer Satisfaction

1 min read

Equals (Product) Solution

If you are still reading this series, you have come to the summary of addition: Problem plus Priorities plus Process equals Solution.

The product solution that you create by asking questions in these three areas and combining the answers will produce a solution that will compel the customer to take action…now.

Presenting a solution that captures the essence of what matters most to the customer standing in front of you requires focus, attention, patience, and persistence. And the satisfacti…

Mar 29, 2022 12:00pm

By Jody Seivert

Under solutions, Actions, Closing, Coaching, #SellItOrScheduleIt, Action plan, Sales Coaches, Sales Managers, selling, Process, Problems, priorities, Interactions, Opportunities, Achieve, communication & Customer Satisfaction

1 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

Mar 15, 2022 12:00pm

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, Interactions, Results, Retail, sales, showroom, solutions, communication, challenges, Systems, Opportunities, Creating Urgency, strategy, Achieve, Excellence & priorities

2 min read

Priorities…plus….

As we did in the first blog of this series (Problems….), we will focus on one element. One element that when added to the others creates something magical.

Priorities are those things that matter most. And there aren’t a lot of them, which is what makes them priorities.

When working with a designer or with a retail customer, ask what the priorities of the project/product are…and limit them to THREE.

Ask: “What are the three most important elements to you?” Then listen and take no…

Mar 15, 2022 12:00pm

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, Interactions, Results, Retail, sales, showroom, solutions, communication, challenges, Systems, Opportunities, Creating Urgency, strategy, Achieve, Excellence & priorities

2 min read

Blog

priorities

Asking for the Commitment…are you asking enough?

How to Summarize?

Equals (Product) Solution

Process…plus….

Priorities…plus….

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