Coaching

Dec 6, 2023 05:00am

By Jody Seivert

Under Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Achieve, Commitment, Excellence, Results, solutions, Systems, Goals, planning, Objections, Intention, strategy, consistency, Reflection & Holidays

1 min read

Goals Again

Yes. Goals again!

In most showrooms, December is rather quiet, with customers, clients and designers preparing for and celebrating the holidays. Prior to setting goals for the new year, December is a good month for evaluation and analysis if you didn’t do so in November. If not, see my November blogs for assistance.

Are you noticing any resistance to writing goals for next year? Do you have any sense that you don’t really need to do write goals? Perhaps you feel that you have figured out a p…

Dec 6, 2023 05:00am

By Jody Seivert

Under Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Achieve, Commitment, Excellence, Results, solutions, Systems, Goals, planning, Objections, Intention, strategy, consistency, Reflection & Holidays

1 min read

Nov 29, 2023 05:00am

By Jody Seivert

Under Action plan, Coaching, Sales Coaches, Sales Managers, selling, Achieve, Opportunities, Commitment, Results, sales, Closing, solutions, Systems, planning, Goals, strategy & consistency

1 min read

Differently

Differently? What?

We have looked at what to do more of, less of…and now differently.

Doing things differently is just that. If you have been ‘white-knuckle attached’ to using a paper

calendar and absolutely resisting using technology…it might finally be time to do things

differently.

Or you don’t want to make appointments with prospects you haven’t closed, preferring to follow

up in 2 days, because you think appointments are too pushy. Look at what it cost you in time and effectiveness.

C…

Nov 29, 2023 05:00am

By Jody Seivert

Under Action plan, Coaching, Sales Coaches, Sales Managers, selling, Achieve, Opportunities, Commitment, Results, sales, Closing, solutions, Systems, planning, Goals, strategy & consistency

1 min read

Oct 25, 2023 10:00am

By Jody Seivert

Under Closing, Consistancy, Action plan, Creating Urgency, Change, Goals, #SellItOrScheduleIt, Build Habits, Sales Coaches, Coaching, Sales Managers, sales, Results & Retail

1 min read

Bear Down

The strategy for coming from behind has MORE actions than the strategy for making goal when you are on track to do so.

That means elevating expectations and perspective of what it will take…to aim higher and be prepared to do what you need to do to achieve the goal.

That also means MORE outreach calls. Making more appointments. Closing more appointments and more sales…and doing more with the time you have or maybe extending the time needed to each segment of the period.

Notice your reac…

Oct 25, 2023 10:00am

By Jody Seivert

Under Closing, Consistancy, Action plan, Creating Urgency, Change, Goals, #SellItOrScheduleIt, Build Habits, Sales Coaches, Coaching, Sales Managers, sales, Results & Retail

1 min read

Oct 11, 2023 10:00am

By Jody Seivert

Under #JodySays, Sales Coaches, Coaching, Build Habits, Action plan, challenges, communication, sales, Goals & Actions

2 min read

Be Realistic and Honest

This month I'd like to dedicate time to discuss ENDING a selling period…and ending it on track and on goal, even if the month didn’t go as smoothly as desired.

We are now in the fourth quarter of the year, so the skill of finishing strong applies to the month as well as to the year.

Let’s start with being straight and realistic. You are either on track to make goal or you are not. You have had a specific number of opportunities that you have closed or scheduled, or you have not. You have sch…

Oct 11, 2023 10:00am

By Jody Seivert

Under #JodySays, Sales Coaches, Coaching, Build Habits, Action plan, challenges, communication, sales, Goals & Actions

2 min read

Aug 8, 2023 10:00am

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Organization, Appointments, Systems, Goals, Action plan, Build Habits & Coaching

1 min read

What is Your Relationship to Organization?

As a natural list maker, it still surprises me when I work with someone who relies solely on a daily to-do list and doesn’t use a calendar. Is that you?

A daily to-do list is an insufficient structure for organizing actions in time. They are good vehicles for prioritizing results per day…but using them exclusively fosters high stress and a narrow perspective…which is why I encourage using a calendar with at least a weekly view. It encourages a wider vision of the time allowed and the best tim…

Aug 8, 2023 10:00am

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Organization, Appointments, Systems, Goals, Action plan, Build Habits & Coaching

1 min read

Jul 18, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Retail, Results, Excellence, Goals, strategy, Systems, leaders, team, managers & practice

1 min read

Sell it or Schedule it: Train it and Coach it.

Now that you know the elements of Sell it or Schedule it, what are the skills to develop to train it or to coach your sales associates?

If you need to increase the team close ratio, what are the actions in the sales process that will accomplish that? Which steps in Sell it or Schedule it will raise their success rate? How are you going to do that?

And once you train a selling skill, how are going to coach it - formally and Informally?
How will you structure your observations on the floor to wa…

Jul 18, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Retail, Results, Excellence, Goals, strategy, Systems, leaders, team, managers & practice

1 min read

Jul 11, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Excellence, Results, showroom, #closeratio, managers, solutions & Systems

1 min read

Sell it or Schedule it: Know it and Demonstrate it.

We all nod in agreement when someone says, “You need to lead by example.”And yet, when put to the test to demonstrate the process that the salespeople are expected to execute, many sales managers would fail. So I ask you, how would you do with that?

Are you able to demonstrate 'Sell it or Schedule it' by taking a sales opportunity in the showroom and executing the process from start to finish…including getting a sale or getting an appointment?

Being able to demonstrate selling actions that pro…

Jul 11, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Excellence, Results, showroom, #closeratio, managers, solutions & Systems

1 min read

Jul 4, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Managers, Sales Coaches, showroom, Results, Achieve, Systems & solutions

1 min read

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…

Jul 4, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Managers, Sales Coaches, showroom, Results, Achieve, Systems & solutions

1 min read

Jun 20, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Coaching, selling, Results, Retail, sales, Discovery Questions, Goals, Opportunities, Build Habits, Actions & strategy

1 min read

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…

Jun 20, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Coaching, selling, Results, Retail, sales, Discovery Questions, Goals, Opportunities, Build Habits, Actions & strategy

1 min read

Jun 13, 2023 10:00am

By Jody Seivert

Under strategy, Coaching, Build Habits, #SellItOrScheduleIt, Opportunities, Achieve, Retail, selling, Action plan & showroom

1 min read

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…

Jun 13, 2023 10:00am

By Jody Seivert

Under strategy, Coaching, Build Habits, #SellItOrScheduleIt, Opportunities, Achieve, Retail, selling, Action plan & showroom

1 min read

Blog

Coaching

Goals Again

Differently

Bear Down

Be Realistic and Honest

What is Your Relationship to Organization?

Sell it or Schedule it: Train it and Coach it.

Sell it or Schedule it: Know it and Demonstrate it.

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

June is…the beginning of a new season.

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

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