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Sales Managers

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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Equals (Product) Solution

If you are still reading this series, you have come to the summary of addition: Problem plus Priorities plus Process equals Solution.

The product solution that you create by asking questions in these three areas and combining the answers will produce a solution that will compel the customer to take action…now.

Presenting a solution that captures the essence of what matters most to the customer standing in front of you requires focus, attention, patience, and persistence. And the satisfacti…

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Process…plus….

Of the three key points, this one is most critical to know in order to direct the interaction to an outcome today – and the only outcomes that count are a sale or an appointment.

Every buyer is somewhere in their buying decision. Where they are and what they have done and what remains to be done will impact what they CAN do today. 

Surprisingly, this is the area least explored by most salespeople or considered critical in what outcome can be achieved today. And I assert that not knowing th…

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Priorities…plus….

As we did in the first blog of this series (Problems….), we will focus on one element. One element that when added to the others creates something magical. 

Priorities are those things that matter most. And there aren’t a lot of them, which is what makes them priorities. 

When working with a designer or with a retail customer, ask what the priorities of the project/product are…and limit them to THREE. 

Ask: “What are the three most important elements to you?” Then listen and take no…

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This Equals That....

For sales associates and leaders everywhere

The numbers never lie. When you step on the scale, you know. When you open your bank statement, it’s right there to see.

The same is true for sales. When you look at your sales results, you know whether you are on track to make goal or not. If you are, great. If you aren’t, it’s a function of actions: the quantity and quality of the actions you have already taken.

If you want to get back on track to make goal, you need to take more actions. If you h…

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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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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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Virtual Selling


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For sales professionals, everywhere

Life as we know it is different now.

It’s different in that we are working from home (if we are fortunate enough to do that), we are getting more familiar with using technology for meetings and to stay in communication with clients, customers and loved ones.

It’s different in that we can look at our business and notice the soft spots and the holes that we have put aside while we focused on more urgent issues. We now have the time to address those…

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Part 19 of 20: HubSpot Sales Statistics…With Secret Sauce Added

customer retention19.    Retaining current customers is 6–7 cheaper than acquiring new ones

It’s not a new sales enablement statistic, but it’s just as true today as it was in the past. It’s cheaper to keep your current customers happy than to spend time finding new ones.

Salespeople

Is follow up a scheduled part of your weekly sales actions? Do you ask ‘What’s next?’ with each sales opportunity that closes? Like asking for referrals, staying connected with current clients is low hanging fruit (I dislike that phr…

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Part 17 of 20: HubSpot Sales Statistics…With Secret Sauce Added

17.    Only 13% of customers believe sales reps understand their needs

Take the time to listen. Too many buyers complain that salespeople do not fully understand their needs and problems. You cannot sell a solution for a problem you don’t know about.

sales understand

Salespeople

It is said “Customers don’t care how much you know until they know how much you care” and listening deeply is a fundamental skill for every salesperson to take on as a process of continuous learning. Forever. Take it on as a practice, l…

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