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Less of...
Yes, it is possible to do LESS of something!
It seems counter-intuitive to look at what we might do less of following a blog that focused on
MORE!
Maybe we could have talked less or talked less about things that were unimportant to the buyer
and only important to us. Or have spent less time on an interaction that was ineffective
(combine that with talking too much – ouch). Or we might have spent less time on non-sales
actions that kept sales actions from happening.
Or brought less resista…
Coming From Behind
Are you falling short of your goal this period? Do you have ground to make up before the period ends?
Coming from behind is a skill and a process. And it’s a skill and a process that you will use more than once, as falling short of goal is not unusual even when the intention is to make goal consistently and to stay on track.
The process needs to be high impact…meaning it needs to produce results quickly. To do that, look to the business that is closest and easiest to close: appointments that …
Be Organized BY Appointment
Last month my blogs were about ‘leading by example’ as a sales manager: to demonstrate Sell it or Schedule it with a guest, to coach a sales associate from Sell it or Schedule it, and to use Sell it or Schedule it as an operating system for interactions and intentional outcomes.
The same goes for being organized - by appointment.
When one is committed to making appointments and sees the value in making them, they will organize their calendar accordingly, with slots dedicated to appointment…
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…
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…
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…
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 …
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…
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…
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…
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