Blog

Jul 12, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, sales, strategy, Appointments, Mindset & Clarity

2 min read

Why Summarize?

Summarizing is a fairly new concept for me to work with, so bear with me as I share my initial and inchoate understanding of this valuable tool…so enjoy and use what I know now and please stay tuned for more as I continue to learn what this tool will create and accomplish.

What does summarizing and recapping bring to the sales interaction? Why should we do this?

For both the salesperson and the client/customer it manages distractions. It’s easy to go off on a tangent or to start adding mo…

Jul 12, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, sales, strategy, Appointments, Mindset & Clarity

2 min read

Jul 6, 2022 12:00am

By Jody Seivert

Under #SellItOrScheduleIt, Mindset, #JodySays, Build Habits, Coaching, selling, Opportunities, Achieve, Interactions, #closeratio, showroom, sales, relationships & communication

2 min read

What does slow mean?

When salespeople tell me that ‘it’s slow’…I have to take a breath and get to neutral so that I don’t react. 😀 Why is that?

Because most salespeople who complain about traffic aren’t using the actual data as their complaint. They might be using one day of traffic against the same day a week earlier or another anecdotal comparison that is not based in fact. And even if it IS factual, now what?

My standard response to “It’s slow…” is something like, “I get that you have some concerns about the tr…

Jul 6, 2022 12:00am

By Jody Seivert

Under #SellItOrScheduleIt, Mindset, #JodySays, Build Habits, Coaching, selling, Opportunities, Achieve, Interactions, #closeratio, showroom, sales, relationships & communication

2 min read

Jun 28, 2022 12:00pm

By Jody Seivert

Under Resistance, #SellItOrScheduleIt, #JodySays, Build Habits, Actions, Action plan, Achieve, Sales Coaches, selling, Interactions, Opportunities, Retail, Coaching, #closeratio, Results, communication & sales

1 min read

It’s not my job….Resist being resistant

In the showroom world, it’s understandable that sales associates will rely on incoming traffic for their business. After all, if they wanted to do outreach, they would be outside salespeople, right?!
Maybe.

Whether inside or outside, the role of a salesperson is to generate sales for the showroom and for themselves. The more flexible and innovative the salesperson is with HOW that achievement is executed, the more consistently their goal will be achieved. This is because they are not tethered t…

Jun 28, 2022 12:00pm

By Jody Seivert

Under Resistance, #SellItOrScheduleIt, #JodySays, Build Habits, Actions, Action plan, Achieve, Sales Coaches, selling, Interactions, Opportunities, Retail, Coaching, #closeratio, Results, communication & sales

1 min read

Jun 21, 2022 12:00pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Sales Coaches, Sales Managers, selling, Interactions, Opportunities, Retail, sales, #closeratio, Closing, communication, relationships, strategy, Systems, challenges, Prospects, Discovery Questions, Sketch the space & leads

2 min read

Cold call, warm call, hot call…what is it? Go with the easy ones first

Outreach occurs on an ominous note because we collapse outreach with cold calls…which many salespeople fear and despise…and consequently, aren’t very good at…so the cycle never gets broken and the perspective continues.

If you see the relevance and value of outreach but don’t have much experience with it, the fear and resistance are understandable. So, let’s start with the easy stuff…hot and warm calls.

Hot calls are those customers who are actively looking, and you happened to connect wit…

Jun 21, 2022 12:00pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Sales Coaches, Sales Managers, selling, Interactions, Opportunities, Retail, sales, #closeratio, Closing, communication, relationships, strategy, Systems, challenges, Prospects, Discovery Questions, Sketch the space & leads

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

Jun 7, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Sales Coaches, Opportunities, #closeratio, Retail, sales, showroom, Closing, challenges, relationships, connecting, selling & Coaching

2 min read

Why wait?

As traffic begins to slow in both retail and trade showrooms and we look to satisfy our commitment to making goal NO MATTER WHAT…we find that relying solely on the door is not a good strategy for achievement.

Relying on the door is a waiting game. And it puts all the eggs in one basket… and it’s not a sturdy basket. It may seem easier to just wait and see what happens, right? But what if the traffic is insufficient to make your goal at your current performance levels? Then what? Can you affo…

Jun 7, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Sales Coaches, Opportunities, #closeratio, Retail, sales, showroom, Closing, challenges, relationships, connecting, selling & Coaching

2 min read

May 31, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Appointments, Organization, connecting, relationships, Resistance, sales, Build Habits, Action plan, Retail, Opportunities, Interactions, challenges & strategy

1 min read

Securing Appointments

What secures an appointment is a confirmation call and ALL in-person appointments need to be confirmed. If it's a morning appointment, ask them if a call the evening before or early that morning works better for them. If an afternoon appointment, tell them you will call them that morning (say between 9-11) to confirm the appointment.

A call works better than an email or a text because you want to TALK to them! And if you give them homework (whatever was missing when you met them such that …

May 31, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Appointments, Organization, connecting, relationships, Resistance, sales, Build Habits, Action plan, Retail, Opportunities, Interactions, challenges & strategy

1 min read

May 24, 2022 12:00pm

By Jody Seivert

Under Objections, Process, Commitment, Appointments, #SellItOrScheduleIt, sales, Action plan, Build Habits, Interactions, #closeratio, Opportunities & challenges

2 min read

Objections to Appointments

When we are committed to the process and the outcomes of making appointments, we need to prepare for the objections that come with them…so that when they happen – and they will!.. we are ready with a response that will turn that objection around to make the appointment.

A few of the most common objections and responses are:

“I am busy and will just pop back in.”

“I can understand that…and what many of my clients/customers/designers have found is that by scheduling a time to meet again, …

May 24, 2022 12:00pm

By Jody Seivert

Under Objections, Process, Commitment, Appointments, #SellItOrScheduleIt, sales, Action plan, Build Habits, Interactions, #closeratio, Opportunities & challenges

2 min read

May 17, 2022 12:00pm

By Jody Seivert

Under Qualifying Questions, selling, Action plan, Coaching, Interactions, Achieve, sales, challenges, #closeratio, Build Habits, #SellItOrScheduleIt, strategy, Organization & Appointments

2 min read

Process for Selling Intangibles

Selling intangible outcomes like appointments is different from selling tangible outcomes, like sofas or chairs. Selling an intangible requires a process of introducing the concept when you first realize that it will be the intended outcome of the sales interaction. This is because it is CLEAR that the customer cannot buy today – based on the answers to your questions that were intended to determine that (not your assumptions).

At that point, introduce the concept: “Since we can only accompl…

May 17, 2022 12:00pm

By Jody Seivert

Under Qualifying Questions, selling, Action plan, Coaching, Interactions, Achieve, sales, challenges, #closeratio, Build Habits, #SellItOrScheduleIt, strategy, Organization & Appointments

2 min read

May 10, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Creating Urgency, Organization, Closing, selling, Sales Coaches & Opportunities

2 min read

Organized for Appointments

The Greek poet Archilochus said: “We don’t rise to the level of our expectations; we fall to the level of our training”. The same is true for our level of structure and organization.

If we are really intending to manage our actions in time and achieve our targeted outcomes by successfully making and executing appointments, we need to be structured to do that.

And that means to be organized by having appointments IN YOUR CALENDAR as one-hour placeholders, using the repeat function on yo…

May 10, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Creating Urgency, Organization, Closing, selling, Sales Coaches & Opportunities

2 min read

Why Summarize?

What does slow mean?

It’s not my job….Resist being resistant

Cold call, warm call, hot call…what is it? Go with the easy ones first

Who you gonna call?

Why wait?

Securing Appointments

Objections to Appointments

Process for Selling Intangibles

Organized for Appointments

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