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Action plan

Sell it or Schedule it…or “You Do You.”

If you manage a sales team, your role is to have each of them make their goals and improve their performance… and if they do, then you make YOUR goal, which is the SHOWROOM goal.

(Yes, the showroom goal is YOUR goal.)

And to do that, you need structures and actions and a methodology to teach from, or you will be managing your team from your own behavioral preferences and your own selling autobiography.

That doesn’t mean that what you did when you were a salesperson was wrong or deficient, esp…

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June is…a good practice month.

It’s hard to imagine that less sales traffic would be a good thing…and yet it can be. 
If traffic is off, you can spend more time with each opportunity and increase the chance to close and to close for bigger tickets. 
What makes the difference is intention.
Intention to focus on creating an outcome with each and every opportunity. The intention is to sell it or schedule it. Not to sell it or follow up… to sell it or schedule it.

If you notice that you are not scheduling at least 20% of your…

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June is…the beginning of a new season.

It’s summer…and summer traffic is often unpredictable, and customers/clients can be distracted by vacation plans and being away from home.
You might have vacation plans scheduled, too…which means you need to make goal in LESS time.
What? Yes. 
And as we discussed in an earlier post, it’s about the strategy…what is the number you have to hit? How many sales do you have to make at what average sale? And what actions are needed to achieve those sales?
You do this by taking the actions that incr…

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June is…the end of the first half of the year.

Here we are…halfway through the year. At the completion of June, it’s a good time to review performance for the first six months and see what worked and what didn’t work… or was missing from your strategy. 

Since the first half of this year has been different from the first half of last year, what has changed that you need to adapt to? The trend that is driving this year is different from last year – and we can adapt and build a new strategy or we can complain and bemoan the changes. The choice…

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June is…what follows May

If your showroom is like other showrooms, April was soft, and May followed April in a similar fashion. Neither month are historically strong but that isn’t much solace when you are expecting to see a certain number of opportunities and they don’t come in the door. 

Remember that there are THREE ways to drive business and traffic is only one of them. Review your other areas for business: close ratio (increase the number of opportunities you close of the opportunities you get) and average sale …

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Tuition or Commission?

Tuition or Commission?

It’s that simple…

Either you write it up now and get commission…or you make an appointment to sell it later.

Those are commission producing actions and results.

OR you DON’T get the sale or the appointment…and you LEARN something from it.

You learn something about yourself. You learn what you could have done or done differently.

For that outcome you need to want to get something from this interaction with…

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The Final PR Word

P R
For Sales Professionals, everywhere…..
This is the last of four blogs in the series on PR words. How did the last blog about the buyer’s PRocess impact what you know about where your client/customer is in their decision making…and what you are able to complete and achieve with them today? Our final P R word is….

PRoduct(s)
  • Based on what we have learned about their problem, what matters most to them, and where they are in their process, what are the best product solutions for them?
  • H…

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The Third PR Word


This is the third of a series of four blogs. What did you get from the last blog learning about the PRiorities that your client/customer is trying to satisfy? Our next P R word is….

PRocess
  • Where are they in their decision-making process….and how are you going to find out?
  • Are they expecting or able to decide today…or will another meeting be necessary to complete this process?
  • What do they already know or are using as a measure of comparison? 
  • How will you ‘forward the sale’ and move …

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The Second PR Word


This is the second in a series of four blogs about P R words. What did you gain from the last blog to learn more about the PRoblem that your client/customer is facing? Let’s keep looking at our next P R word….

PRiority
  • What matters MOST to them NOW? 
  • What are the key and essential elements of the problem they are trying to solve or the vision they are trying to realize?
  • What are the motivating aspects of this process and decision that is driving them now? 

This part of the sales i…

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Procrastination

As well as we can plan our time and be vigilant in protecting our time from being unnecessarily taken up by others, there is still a sneaky little gremlin called Procrastination.

Procrastination is sneaky because it looks like taking a break. It looks like being productive when we shift our attention to something that needs attention, but maybe not as much or not right now…especially if it is less important to achieving our goals than what we are currently working on.

It’s good to LOOK for…

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