selling

Jul 23, 2024 09:48am

By Jody Seivert

Under selling, Sales Managers, sales, Opportunities & communication

3 min read

Master objections: how silence can seal the deal

Handling objections is a critical skill for any sales leader. An objection is simply a voiced concern, waiting to be addressed with information, compassion, and patience. The key to overcoming objections effectively is to respond succinctly and then stop talking.

Here’s how to master this approach:

Understand the Concern

When a customer voices an objection, your first step should be to understand the real concern. Ask clarifying questions to get to the heart of the issue. For example, if a cu…

Jul 23, 2024 09:48am

By Jody Seivert

Under selling, Sales Managers, sales, Opportunities & communication

3 min read

Jul 16, 2024 10:20am

By Jody Seivert

Under Build Habits, selling, Sales Managers, sales, Retail, communication & leaders

3 min read

Transform your sales pitch less: stop talking when you present a solution

As a sales leader, your primary goal is to help customers find solutions that meet their needs. However, one common mistake is providing too much information when presenting a solution. This can overwhelm the customer and hinder their decision-making process.

When a customer comes to you, they are looking to solve a specific problem or achieve certain priorities. It's crucial to focus on these aspects and align your solution accordingly. Here’s how to effectively present a solution without over…

Jul 16, 2024 10:20am

By Jody Seivert

Under Build Habits, selling, Sales Managers, sales, Retail, communication & leaders

3 min read

Jul 9, 2024 11:47am

By Jody Seivert

Under Sales Managers, selling, sales, Closing & Conversation

3 min read

Stop Talking About Yourself: Mastering the Art of Listening in Sales

As sales leaders, it's natural to want to build connections with customers by sharing personal anecdotes. However, there are times when talking about yourself can hinder rather than help the conversation. This might sound harsh, but when a customer starts talking about their German Shepherd, it’s not an invitation to talk about your French Bulldog.

Even if you have a good connection with the customer and you are intentionally looking to create a deeper bond by increasing similarity, resist the …

Jul 9, 2024 11:47am

By Jody Seivert

Under Sales Managers, selling, sales, Closing & Conversation

3 min read

Jul 3, 2024 03:17pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Sales Managers, selling & sales

1 min read

Stop talking…when you finish answering their question

Welcome to our July series, "Stop Talking." This month, we’re focusing on the power of silence and strategic communication. Each week, we’ll dive deeper into how less talk and more listening can significantly impact your sales success. From answering customer questions to presenting solutions and handling objections, we’ll explore practical techniques to enhance your effectiveness as a sales leader.

Stop Talking… When You Finish Answering Their Question

Imagine a customer asks why the sofa you…

Jul 3, 2024 03:17pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Sales Managers, selling & sales

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

Nov 15, 2023 05:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

More of...

In an earlier blog, we looked at ACTIONS – since actions are the only things that produce results. Actions are also measurable and observable so we can see if they are working.

When we evaluate performance, we need to look at the specific actions we took and the quantity of those actions. Did we take ENOUGH of them?

Or, did we need to take more impactful actions? Did we do things that were easier or more comfortable or more familiar – that didn’t work – instead of actions that would have bee…

Nov 15, 2023 05:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

Nov 8, 2023 10:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

Evaluation

As the year starts to wrap up, we have addressed finishing strong - and the actions associated with that – so that we can carry this perspective into the end of the year.

Progressing further into the final quarter, and in preparation for setting goals in December, we want to take a hard look at the year – what worked and what didn’t work – so that we can effectively and objectively evaluate actions that did, or did not, produce results.

Objectively evaluating performance can be tough – we want…

Nov 8, 2023 10:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

Nov 1, 2023 10:00am

By Jody Seivert

Under #FillTheWell, #SellItOrScheduleIt, Build Habits, Results, Retail, Goals, solutions, Excellence, Achieve, selling, Commitment, #closeratio & Actions

2 min read

Don’t Let Up Until You Finish

You are almost there. It’s almost over.

Stay with the process and keep at it until you have crossed the finish line…and resist the temptation to lighten up as the end nears.

This is when others will give up…they will say ‘it’s close enough’…or that making goal is overrated…or some other disempowering belief that makes giving up seem reasonable. You might have done that in the past, too. But this is a new reality, and you are building a new set of skills that will serve you to consistently…

Nov 1, 2023 10:00am

By Jody Seivert

Under #FillTheWell, #SellItOrScheduleIt, Build Habits, Results, Retail, Goals, solutions, Excellence, Achieve, selling, Commitment, #closeratio & Actions

2 min read

Sep 27, 2023 12:00pm

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, Retail, sales, showroom, success, leaders & team

1 min read

DISC – Compliance Style

I use DISC as a core competence for sales professionals. Last week I focused on the Steady style. This week I'm focusing on the Compliant style.

Compliance style people have a strong commitment to accuracy and specifics, which is surpassed only by their high level of detail and precision. They value information and trust facts, especially from credible sources. They will avoid conflict, prefer to not make eye contact, and their communication will include a lot of factual information, delivere…

Sep 27, 2023 12:00pm

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, Retail, sales, showroom, success, leaders & team

1 min read

Sep 6, 2023 12:00pm

By Jody Seivert

Under Results, selling, Sales Coaches, Sales Managers, Retail, sales, Excellence, Interactions & leaders

2 min read

DISC – Dominant Style

If we have worked together in the past, then you know that I consider the behavioral preference model DISC as a core competence for sales professionals in every sales role: seller, sales support, manager, leader.

This month we are going to focus on the four DISC styles in their most classic embodiment: To identify them by audio visual clues and to adapt to them so that you can create the experience THEY want… and to practice EMOTIONAL OBJECTIVITY and BEHAVIORAL FLEXIBILITY in the process.

Do…

Sep 6, 2023 12:00pm

By Jody Seivert

Under Results, selling, Sales Coaches, Sales Managers, Retail, sales, Excellence, Interactions & leaders

2 min read

Blog

selling

Master objections: how silence can seal the deal

Understand the Concern

Transform your sales pitch less: stop talking when you present a solution

Stop Talking About Yourself: Mastering the Art of Listening in Sales

Stop talking…when you finish answering their question

Differently

More of...

Evaluation

Don’t Let Up Until You Finish

DISC – Compliance Style

DISC – Dominant Style

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