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#JodySays

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…

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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,…

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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 …

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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…

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A New Month

For retail sales professionals, everywhere 


For some of you, the month of May was the best month in the history of your company. There was pent up demand for product, often in-stock merchandise, and purchases were made online and in person. May didn’t make up for losses in April and March when the pandemic drove us all indoors and away from others, but it did help regain some ground. Congratulations to those of you who made the changes you needed to make to take advantage of opportunities as …

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"Use it up…..


For sales professionals, everywhere

…wear it out, make it do, or do without.”

That is a World War II era saying that described and directed behavior that those living through that time followed until they died.  

When you can’t easily run to the store because you have a craving for mint chocolate chip ice cream and your wear it out.jpgbetter half-finished the last of it yesterday, you do without or choose another way to satisfy your fancy. When you fall in love with those new AG jeans on Nordstrom R…

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Ch-ch-ch-changin’

For sales professionals, everywhere

This really has been an amazing time. There are things we are aware of immediately: loneliness for our loved ones, the masks, and distancing, the anxiety of what to do and when to do it, plus, plus. We see them, we feel them, we hear them - we can’t miss them. It’s the construct in which we are living and the actions we are taking within that reality. 

And there are the things that aren’t scorchingly obvious: the reveals in our business and the model its…

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Part 14 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Training ongoing#14     Continuous sales training = 50% higher net sales per employee

Salespeople who continuously train bring in 50 percent more sales than those who don’t. It’s a no brainer—keeping sales teams up to date and involved means more sales.

Salespeople Even veterans need to sharpen their skills, techniques, and perspective as the market and the prospect/client changes. Retail and showroom people are experiencing less foot traffic and need to learn the skills of outreach sales actions to stay curren…

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Part 13 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Sales reps Social-Media.jpg#13     78% of sales reps who use social media outsell reps who don’t

It’s crucial for sales reps to be easily accessible. Having active social media profiles is a great way for your reps to connect with prospects and customers.

Salespeople Put this action on your weekly calendar and don’t rely on memory or instinct to guide you to do this. Talk to other salespeople (in other industries, and in different B2B or B2C sales positions) about what they are doing and what they are achieving with socia…

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Part 12 of 20: HubSpot Sales Statistics…With Secret Sauce Added

# 12 Up to 70% of product information is found online, not through sales reps

online product.pngSelf-discovered information is becoming the norm for product research and purchasing decisions. Your company needs to have targeted and relevant sales materials that are easy for customers to find.

Salespeople This is true for B2B sales and B2C. The prospect no longer relies heavily on the salesperson for information where there is much to be found online. And researching online is such an integral part of the buying p…

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