#JodySays

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

Sep 6, 2022 12:00pm

By Jody Seivert

Under Action plan, #JodySays, Qualifying Questions, Interactions, Sales Coaches, Closing, Opportunities, Results, relationships, Process, Consultative Selling, Conversation, Build Habits & Decision Maker

2 min read

Asking Confirming Questions

This step leads back to the first blog on this topic…assessing versus assuming.

Confirming questions solidify what was discussed and even decided, by asking a question that removed any doubt. As an example, a salesperson is working with a customer and asks them if there is anyone else who wants to participate in the project…as a way of identifying the decision-maker. The customer says, “I make the decisions about furniture.”

We all know that there are several elements to consider in making…

Sep 6, 2022 12:00pm

By Jody Seivert

Under Action plan, #JodySays, Qualifying Questions, Interactions, Sales Coaches, Closing, Opportunities, Results, relationships, Process, Consultative Selling, Conversation, Build Habits & Decision Maker

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

Apr 19, 2022 12:00pm

By Jody Seivert

Under sales, Retail, Sales Coaches, Sales Managers, showroom, Action plan, Creating Urgency, Consultative Selling, Coaching, #SellItOrScheduleIt, #JodySays, Actions, Objections & challenges

2 min read

April Showers Bring May Flowers

As lead times remain long and product pricing and freight continue to rise, we are faced with the question of timing. It’s likely that home furnishings (and I speak to fine quality products here) will never be more affordable than they are right now. And right now is all we have. Now is the time to take action and make decisions.

That thinking needs to start with the sales professional. Waiting favors no one. A client/customer who believes that waiting until supply chain challenges lessen or…

Apr 19, 2022 12:00pm

By Jody Seivert

Under sales, Retail, Sales Coaches, Sales Managers, showroom, Action plan, Creating Urgency, Consultative Selling, Coaching, #SellItOrScheduleIt, #JodySays, Actions, Objections & challenges

2 min read

Mar 8, 2022 12:00pm

By Jody Seivert

Under Results, showroom, Retail, Sales Coaches, solutions, strategy, Process, Opportunities, challenges, #SellItOrScheduleIt, #JodySays, Furnishings & Problems

2 min read

Problem…plus….

In this series, I am going to share a perspective with you that will have a lasting impact. These three initial points added together create something…something worth sticking around for.

When people have a home furnishings problem, they seek a solution with a designer or with a retail showroom. They come with a problem to be solved or a vision to be realized – or both. It is up to the professional service provider to find out what that is and to satisfy it.

To put this into place,…

Mar 8, 2022 12:00pm

By Jody Seivert

Under Results, showroom, Retail, Sales Coaches, solutions, strategy, Process, Opportunities, challenges, #SellItOrScheduleIt, #JodySays, Furnishings & Problems

2 min read

Feb 8, 2022 12:00pm

By Jody Seivert

Under Build Habits, Coaching, Goals, sales, Sales Coaches, Retail, Action plan, Achieve, Results, #JodySays & Systems

1 min read

Me, too…

Habits take time and attention to develop. If you haven’t read The Power of Habit by Charles Duhigg, put it on your list for 2022. It identifies the elements necessary for creating and keeping new habits.

I think I explore and train others and write blogs because I need to hear the message as much as I need to share it. For me, it helps to combine a new action with a reliable one to build a new habit…. like taking vitamins at night when I put the coffee together for the next day. I can’t do …

Feb 8, 2022 12:00pm

By Jody Seivert

Under Build Habits, Coaching, Goals, sales, Sales Coaches, Retail, Action plan, Achieve, Results, #JodySays & Systems

1 min read

Apr 8, 2021 01:26pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Coaching, Qualifying Questions, Sales Coaches, Sales Managers, selling, sales & Build Habits

2 min read

Q2 2021

Q2 2021

For sales associates and leaders everywhere

Q1 2021 is now behind us. If you hit your quarterly goal, congratulations! If you missed it, check your performance statistics and you will find what was insufficient that kept you from hitting your target.

The obvious challenges most retail and trade showrooms are facing right now are supply chain shortages and insufferable lead times. This is what the remainder of the year will look like, so it’s critical that we manage what we can contr…

Apr 8, 2021 01:26pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Coaching, Qualifying Questions, Sales Coaches, Sales Managers, selling, sales & Build Habits

2 min read

Blog

#JodySays

Asking…enough… Questions

Connecting…enough?

Asking Confirming Questions

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

April Showers Bring May Flowers

Problem…plus….

Me, too…

Q2 2021

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