sales

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

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

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 20, 2023 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Interactions, Retail, Achieve, showroom, sales, leaders, team, Sales Coaches, Sales Managers & success

1 min read

DISC – Steadiness Style

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

Steadies are accommodating and conforming and find the opinions of others important in their decision making. They smile when you look at them, have gentle expressions, and will not usually initiate conversations. Comfort matters to them – both physical and emotional - as evidenced by their casual dress and their use of words like “feeling, understa…

Sep 20, 2023 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Interactions, Retail, Achieve, showroom, sales, leaders, team, Sales Coaches, Sales Managers & success

1 min read

Sep 13, 2023 12:00pm

By Jody Seivert

Under Sales Managers, Sales Coaches, relationships, leaders, team, Retail, sales & sales professionals

1 min read

DISC – Influencer Style

I use DISC as a core competence for sales professionals. Last week I focused on the Dominant style. this week I'm focusing on the Influencer style.

Influencers are also fast paced, and are expressive, outgoing and engaging. They motivate and encourage others to accomplish and produce results. As performers, they may produce up and down results, as they tend to shoot from the hip rather than follow a process. They have a unique and individual presentation and may have a ‘signature look’. Expec…

Sep 13, 2023 12:00pm

By Jody Seivert

Under Sales Managers, Sales Coaches, relationships, leaders, team, Retail, sales & sales professionals

1 min read

Blog

sales

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

Bear Down

Be Realistic and Honest

DISC – Compliance Style

DISC – Steadiness Style

DISC – Influencer Style

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