sales professionals

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

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

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

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

Jul 26, 2022 12:00pm

By Jody Seivert

Under Interactions, Opportunities, Coaching, Build Habits, Action plan, Results, showroom, sales, Sales Managers, Sales Coaches, Clarity & sales professionals

2 min read

Who should Summarize?

In the same way that sketching the room is a multi-purpose tool and skill, I assert that summarizing will be, too. And they both need to be practiced into second nature by everyone on the sales team.

The sales professional.

In the earlier posts, I itemized the situations that would benefit from summarizing. For the salesperson, this will be a skill to be practiced and to keep front of mind. It may need to be mentioned in the daily huddle – with some successes from the previous day and some v…

Jul 26, 2022 12:00pm

By Jody Seivert

Under Interactions, Opportunities, Coaching, Build Habits, Action plan, Results, showroom, sales, Sales Managers, Sales Coaches, Clarity & sales professionals

2 min read

Blog

sales professionals

GRATEFUL FOLLOW-UP

Practice – the rewards

Asking for the Commitment…are you asking enough?

Asking…enough… Questions

Who should Summarize?

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