Blog
selling
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…
The 4 PR Words
Nope, it’s not about public relations. This is the first in a series of four words beginning with P R that are critical to ask and to know.
P and R are the first two letters of FOUR words that impact the sales interaction and the outcome. These are questions we should be asking them and ourselves about what is in the mind of the customer/client and what is driving their decision-making. Let’s look….
PRoblem
- What is behind this purchase and decision?
- What is the ‘current reality’ that th…
Calling Unsold Opportunities
If you have neither closed the sale nor scheduled an appointment to meet or speak again with a prospect, calling to see how their process is unfolding IS the next action to take. Always.
It’s a judgment call as to WHEN to reach out, and I invite everyone to examine their follow-up on unsold opportunities to see if you have a process in place (such as reaching out 48 hours after contact unless otherwise noted). At the very least, start by reaching out with a ‘great to meet you!’ email or text……
Structures and Support
“I don’t write goals, but I have them in my head.” What??
If you’ve heard yourself say that, challenge its efficacy: DID you really achieve the goal? Did you even have one? Or is that something you say to avoid the responsibility of making a commitment and then taking the actions to achieve the goal?
Some facts about goals:
- You need to write them down. The action of thinking it through and articulating what you want is powerful and part of the process.
- Put your goals somewhere that yo…
Actions Matter
Actions repeated create habits.
Actions are the only things that create results (not feelings or intentions or circumstances).
I often review goals that have action plans that are ‘insufficient for goal achievement.” What I mean by that is that the actions might have a value of $750K when repeated…which is GREAT…except that the goal is $1.1m. That’s not great. Make sure that the QUANTITY and the QUALITY of your actions are sufficient for the desired results. If you are not on track with your …
Setting Goals
Happy New Year! (How long can we say that…all the way to the end of January…or the first time you speak with someone in the new year?)
If your goals aren’t completed yet (of course you have started them!), not to worry. Get busy on them so that you can start planning your strategy and actions. Here is a structure that works:
Always articulate your goals as a RESULT. Example: Write $1.2m in 2023. This example is the first rule:
S - Specific - Not vague or ambiguous. - [Write $1.2m] in 2023. …
GRATEFUL SOLUTIONS
Consider the skill it takes to collaborate with a client/customer to find a solution that they can say ‘yes’ to. That skill takes practice to develop and a belief that the practice will enhance the interaction and the outcome. And that the practice of collaboration and problem-solving will lead to more effective outcomes.
If you are achieving that, it is because you chose to try something different… and were willing to be uncomfortable with the process (and yet trust it!) so that you could produc…
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…
Asking for the Commitment…are you asking enough?
Here’s a question…when you KNOW that the solution you presented is spot on, and the customer agrees…and yet they have a question or a concern – which you overcome, do you then ask for the sale?
And if they hesitate or say: ‘I want to think about it,’ do you manage it and ask for the sale again?
And if the sale is not forthcoming, do you ask for and get an appointment – to ask for the sale again?
Okay, this might seem like waaaayyyyy too much for you. You may call it too aggressive. Too inse…
Handling Objections…what is enough?
Let’s extend developing our questioning skills to include handling objections.
As we evaluate our relationship to objections, it’s important to look at the reaction to objections and the response to the objection. They are separate yet related actions.
Ask yourself: Do I really know what they are concerned about…or am I assuming I know? Do I accept their concern as valid – and maybe even agree with them? Do I understand their concern, and do I have a response to address it and move beyond i…
Categories
- #FillTheWell (11)
- #JodySays (60)
- #SellItOrScheduleIt (70)
- Action plan (101)
- Build Habits (83)
- Coaching (83)
- Qualifying Questions (36)
- Sales Coaches (75)
- Sales Managers (79)
- selling (52)
- Uncategorized (39)
- Achieve (70)
- Interactions (52)
- Opportunities (92)
- Commitment (38)
- Excellence (23)
- Results (77)
- Retail (61)
- sales (63)
- showroom (35)
- #closeratio (26)
- Closing (38)
- managers (8)
- Sketch (6)
- Sketch the space (6)
- sketching (4)
- Small businesses (4)
- communication (33)
- solutions (48)
- Systems (28)
- challenges (29)
- Compromise (4)
- relationships (30)
- Goals (57)
- strategy (34)
- success (14)
- BADAS (7)
- acceptance (4)
- leaders (10)
- team (12)
- Discovery Questions (23)
- Prospects (7)
- Decision Maker (6)
- Organization (10)
- planning (15)
- profitability (2)
- Quality (2)
- Standards (3)
- connecting (18)
- practice (13)
- Objections (10)
- Clarity (8)
- Creating Urgency (7)
- email (3)
- E-Commerce (1)
- #babyboomers (1)
- #millennials (1)
- social media (1)
- marketing (19)
- Consistancy (8)
- consistency (11)
- Designers (3)
- gratitude (11)
- Holidays (7)
- Reflection (27)
- Pandemic (1)
- Change (7)
- Travel (1)
- Family (2)
- distraction (3)
- onething (2)
- Actions (22)
- Structure (4)
- Inspiration (3)
- Setbacks (1)
- Celebrate (3)
- Process (15)
- Resistance (7)
- Mindset (14)
- Furnishings (4)
- Problems (6)
- priorities (5)
- Customer Satisfaction (2)
- Consultative Selling (12)
- Appointments (15)
- leads (1)
- sales professionals (27)
- Conversation (11)
- Summarize (2)
- Connection (4)
- Buyer (2)
- Follow-up (3)
- development (2)
- Imposter Syndrome (1)
- imperfections (4)
- Procrastination (1)
- Intention (5)