#JodySays

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 15, 2022 12:00pm

By Jody Seivert

Under #JodySays, Coaching, Build Habits, practice, gratitude, Process, Reflection, Holidays, Structure, Systems & Mindset

1 min read

GRATEFUL THINKING

In the season of Thanksgiving, I thought it might be helpful to bring gratitude to every element of the sales process and to see where we can expand our effectiveness. And since thoughts impact words and words impact deeds, it’s a great place to start.

Grateful thinking is a process and a practice that starts with prompts and reminders to begin building the practice. Personally, I notice that when I let my practice and structure lapse, my thinking follows, and I am not ‘operating’ from a place of…

Nov 15, 2022 12:00pm

By Jody Seivert

Under #JodySays, Coaching, Build Habits, practice, gratitude, Process, Reflection, Holidays, Structure, Systems & Mindset

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

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

Blog

#JodySays

GRATEFUL FOLLOW-UP

GRATEFUL THINKING

Practice – the rewards

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

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