showroom

May 3, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Results, Retail, #closeratio, Closing, Interactions, Opportunities, Sales Coaches, Coaching, Sketch, Sketch the space, showroom, selling & communication

1 min read

Intended Outcomes

My program, “Sell it or Schedule it”™, is called that because the ONLY outcomes of a selling interaction is to close the sale or to arrange another contact time…in order to close the sale. To either write it up today because the customer is far enough along in their buying process to be able to confidently decide…or they aren’t! In the case of the latter, an appointment will ‘forward’ or ‘advance’ the sale so that you can close it at the next contact.

Anything else isn’t an outcome, but a step …

May 3, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Results, Retail, #closeratio, Closing, Interactions, Opportunities, Sales Coaches, Coaching, Sketch, Sketch the space, showroom, selling & communication

1 min read

Apr 19, 2022 12:00pm

By Jody Seivert

Under sales, Retail, Sales Coaches, Sales Managers, showroom, Action plan, Creating Urgency, Consultative Selling, Coaching, #SellItOrScheduleIt, #JodySays, Actions, Objections & challenges

2 min read

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…

Apr 19, 2022 12:00pm

By Jody Seivert

Under sales, Retail, Sales Coaches, Sales Managers, showroom, Action plan, Creating Urgency, Consultative Selling, Coaching, #SellItOrScheduleIt, #JodySays, Actions, Objections & challenges

2 min read

Apr 12, 2022 12:00pm

By Jody Seivert

Under Furnishings, #closeratio, Opportunities, Retail, Achieve, showroom, Results, Coaching, sales, challenges & Designers

2 min read

High Point Furniture Market

In the spirit of Spring and the transition and blossoming nature of the season, High Point Market was a welcome respite from the isolation of the pandemic.

It ‘felt’ well attended, both in the buildings and on the streets, and had an old and new quality to it.

Old in the sense of seeing lots of people I have missed in the last couple of years, and the chance to sit and talk about how they and their business have changed.

Old and new in revisiting shared experiences (I got a lot of “You once t…

Apr 12, 2022 12:00pm

By Jody Seivert

Under Furnishings, #closeratio, Opportunities, Retail, Achieve, showroom, Results, Coaching, sales, challenges & Designers

2 min read

Mar 22, 2022 12:00pm

By Jody Seivert

Under sales, Sales Coaches, Sales Managers, communication, Interactions, solutions, #closeratio, Retail, showroom, Closing, relationships, strategy, connecting, Process, priorities, #SellItOrScheduleIt, BADAS & Qualifying Questions

1 min read

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…

Mar 22, 2022 12:00pm

By Jody Seivert

Under sales, Sales Coaches, Sales Managers, communication, Interactions, solutions, #closeratio, Retail, showroom, Closing, relationships, strategy, connecting, Process, priorities, #SellItOrScheduleIt, BADAS & Qualifying Questions

1 min read

Mar 15, 2022 12:00pm

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, Interactions, Results, Retail, sales, showroom, solutions, communication, challenges, Systems, Opportunities, Creating Urgency, strategy, Achieve, Excellence & priorities

2 min read

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…

Mar 15, 2022 12:00pm

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, Interactions, Results, Retail, sales, showroom, solutions, communication, challenges, Systems, Opportunities, Creating Urgency, strategy, Achieve, Excellence & priorities

2 min read

Mar 8, 2022 12:00pm

By Jody Seivert

Under Results, showroom, Retail, Sales Coaches, solutions, strategy, Process, Opportunities, challenges, #SellItOrScheduleIt, #JodySays, Furnishings & Problems

2 min read

Problem…plus….

In this series, I am going to share a perspective with you that will have a lasting impact. These three initial points added together create something…something worth sticking around for.

When people have a home furnishings problem, they seek a solution with a designer or with a retail showroom. They come with a problem to be solved or a vision to be realized – or both. It is up to the professional service provider to find out what that is and to satisfy it.

To put this into place,…

Mar 8, 2022 12:00pm

By Jody Seivert

Under Results, showroom, Retail, Sales Coaches, solutions, strategy, Process, Opportunities, challenges, #SellItOrScheduleIt, #JodySays, Furnishings & Problems

2 min read

Oct 20, 2021 09:00am

By Jody Seivert

Under showroom, sales, Opportunities & challenges

2 min read

Commitment and Communication

The home furnishings and home improvement industries have been drinking from a fire hose for the last year. Lots of showroom traffic consisting of people who have been staying home…and using their tired, broken, uncomfortable furniture much more than they used to. And they have been buying like crazy!

August traffic lessened a bit. Maybe vacations, maybe their houses are getting full, maybe they have COVID. Whatever the reason, less traffic didn’t necessarily equal less written business, as those…

Oct 20, 2021 09:00am

By Jody Seivert

Under showroom, sales, Opportunities & challenges

2 min read

Sep 30, 2021 09:00am

By Jody Seivert

Under relationships, showroom & sales

2 min read

Connection and Communication

Mask, no mask?

Social distance or get close enough to talk?

As the pandemic rails on and showrooms manage incoming opportunities, the ability to communicate while wearing a mask remains tricky. It’s hard to read full facial expressions, to hear people who speak softly behind a mask, and to repeat once or twice to be understood.

It’s helpful to the customer (for their comfort and information) to initiate how the interaction will go…and if someone needs to repeat what they said, it’s understo…

Sep 30, 2021 09:00am

By Jody Seivert

Under relationships, showroom & sales

2 min read

Oct 29, 2019 06:00am

By Jody Seivert

Under Achieve, Action plan, Build Habits, Closing, Coaching, communication, Consistancy, managers, Opportunities, relationships, Results, Retail, sales, Sales Coaches, Sales Managers, selling, showroom, strategy, success & Uncategorized

2 min read

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

19. 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…

Oct 29, 2019 06:00am

By Jody Seivert

Under Achieve, Action plan, Build Habits, Closing, Coaching, communication, Consistancy, managers, Opportunities, relationships, Results, Retail, sales, Sales Coaches, Sales Managers, selling, showroom, strategy, success & Uncategorized

2 min read

Oct 11, 2019 06:08am

By Jody Seivert

Under Closing, connecting, Consistancy, consistency, Designers, Goals, Interactions, Opportunities, Prospects, Results, Retail, Sales Managers, selling, showroom & Uncategorized

1 min read

Part 16 of 20: HubSpot Sales Statistics…With Secret Sauce Added

16. Salespeople who seek out and use referrals earn 4–5x more sales

A whopping 91 percent of customers say they would be willing to give referrals for companies and products they are happy with, but only 11 percent of salespeople ask for them!

Salespeople Yikes! These are crazy numbers! And yet, as I read them I know that AS a salesperson, this is my weakest area. Maybe it’s habit, maybe it’s discomfort asking for more than the sale that was just closed, maybe it’s a lack of skill or languag…

Oct 11, 2019 06:08am

By Jody Seivert

Under Closing, connecting, Consistancy, consistency, Designers, Goals, Interactions, Opportunities, Prospects, Results, Retail, Sales Managers, selling, showroom & Uncategorized

1 min read

Blog

showroom

Intended Outcomes

April Showers Bring May Flowers

High Point Furniture Market

Process…plus….

Priorities…plus….

Problem…plus….

Commitment and Communication

Connection and Communication

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

Part 16 of 20: HubSpot Sales Statistics…With Secret Sauce Added

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