#closeratio

Jun 6, 2023 10:00am

By Jody Seivert

Under #closeratio, sales, Action plan, Coaching, Opportunities, Results, showroom, Retail & #SellItOrScheduleIt

2 min read

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 …

Jun 6, 2023 10:00am

By Jody Seivert

Under #closeratio, sales, Action plan, Coaching, Opportunities, Results, showroom, Retail & #SellItOrScheduleIt

2 min read

May 23, 2023 12:00pm

By Jody Seivert

Under Closing, Results, Retail, #closeratio, Discovery Questions, Consultative Selling, Conversation, sales, strategy, #JodySays, #SellItOrScheduleIt, Action plan, Build Habits, Interactions & Opportunities

2 min read

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…

May 23, 2023 12:00pm

By Jody Seivert

Under Closing, Results, Retail, #closeratio, Discovery Questions, Consultative Selling, Conversation, sales, strategy, #JodySays, #SellItOrScheduleIt, Action plan, Build Habits, Interactions & Opportunities

2 min read

Jul 6, 2022 12:00am

By Jody Seivert

Under #SellItOrScheduleIt, Mindset, #JodySays, Build Habits, Coaching, selling, Opportunities, Achieve, Interactions, #closeratio, showroom, sales, relationships & communication

2 min read

What does slow mean?

When salespeople tell me that ‘it’s slow’…I have to take a breath and get to neutral so that I don’t react. 😀 Why is that?

Because most salespeople who complain about traffic aren’t using the actual data as their complaint. They might be using one day of traffic against the same day a week earlier or another anecdotal comparison that is not based in fact. And even if it IS factual, now what?

My standard response to “It’s slow…” is something like, “I get that you have some concerns about the tr…

Jul 6, 2022 12:00am

By Jody Seivert

Under #SellItOrScheduleIt, Mindset, #JodySays, Build Habits, Coaching, selling, Opportunities, Achieve, Interactions, #closeratio, showroom, sales, relationships & communication

2 min read

Jun 28, 2022 12:00pm

By Jody Seivert

Under Resistance, #SellItOrScheduleIt, #JodySays, Build Habits, Actions, Action plan, Achieve, Sales Coaches, selling, Interactions, Opportunities, Retail, Coaching, #closeratio, Results, communication & sales

1 min read

It’s not my job….Resist being resistant

In the showroom world, it’s understandable that sales associates will rely on incoming traffic for their business. After all, if they wanted to do outreach, they would be outside salespeople, right?!
Maybe.

Whether inside or outside, the role of a salesperson is to generate sales for the showroom and for themselves. The more flexible and innovative the salesperson is with HOW that achievement is executed, the more consistently their goal will be achieved. This is because they are not tethered t…

Jun 28, 2022 12:00pm

By Jody Seivert

Under Resistance, #SellItOrScheduleIt, #JodySays, Build Habits, Actions, Action plan, Achieve, Sales Coaches, selling, Interactions, Opportunities, Retail, Coaching, #closeratio, Results, communication & sales

1 min read

Jun 21, 2022 12:00pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Sales Coaches, Sales Managers, selling, Interactions, Opportunities, Retail, sales, #closeratio, Closing, communication, relationships, strategy, Systems, challenges, Prospects, Discovery Questions, Sketch the space & leads

2 min read

Cold call, warm call, hot call…what is it? Go with the easy ones first

Outreach occurs on an ominous note because we collapse outreach with cold calls…which many salespeople fear and despise…and consequently, aren’t very good at…so the cycle never gets broken and the perspective continues.

If you see the relevance and value of outreach but don’t have much experience with it, the fear and resistance are understandable. So, let’s start with the easy stuff…hot and warm calls.

Hot calls are those customers who are actively looking, and you happened to connect wit…

Jun 21, 2022 12:00pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Sales Coaches, Sales Managers, selling, Interactions, Opportunities, Retail, sales, #closeratio, Closing, communication, relationships, strategy, Systems, challenges, Prospects, Discovery Questions, Sketch the space & leads

2 min read

Jun 14, 2022 12:00pm

By Jody Seivert

Under #FillTheWell, #SellItOrScheduleIt, Build Habits, Action plan, Organization, showroom, Systems, Prospects, practice, connecting, relationships, selling, Interactions, Opportunities, Retail, sales, #closeratio & Closing

2 min read

Who you gonna call?

Do you have your customers and prospects in a CRM or accessible and organized format?
Are your contacts stored somewhere that you can get to easily?

If you aren’t using a CRM program, you can get by with putting your contacts in Outlook or in an Excel or Google spreadsheet. You probably have systems in your computer (or the company does) that you can use to get started, so ask before you take on building something that might already be in existence.

For trade showrooms, begin to organize your…

Jun 14, 2022 12:00pm

By Jody Seivert

Under #FillTheWell, #SellItOrScheduleIt, Build Habits, Action plan, Organization, showroom, Systems, Prospects, practice, connecting, relationships, selling, Interactions, Opportunities, Retail, sales, #closeratio & Closing

2 min read

Jun 7, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Sales Coaches, Opportunities, #closeratio, Retail, sales, showroom, Closing, challenges, relationships, connecting, selling & Coaching

2 min read

Why wait?

As traffic begins to slow in both retail and trade showrooms and we look to satisfy our commitment to making goal NO MATTER WHAT…we find that relying solely on the door is not a good strategy for achievement.

Relying on the door is a waiting game. And it puts all the eggs in one basket… and it’s not a sturdy basket. It may seem easier to just wait and see what happens, right? But what if the traffic is insufficient to make your goal at your current performance levels? Then what? Can you affo…

Jun 7, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Sales Coaches, Opportunities, #closeratio, Retail, sales, showroom, Closing, challenges, relationships, connecting, selling & Coaching

2 min read

May 24, 2022 12:00pm

By Jody Seivert

Under Objections, Process, Commitment, Appointments, #SellItOrScheduleIt, sales, Action plan, Build Habits, Interactions, #closeratio, Opportunities & challenges

2 min read

Objections to Appointments

When we are committed to the process and the outcomes of making appointments, we need to prepare for the objections that come with them…so that when they happen – and they will!.. we are ready with a response that will turn that objection around to make the appointment.

A few of the most common objections and responses are:

“I am busy and will just pop back in.”

“I can understand that…and what many of my clients/customers/designers have found is that by scheduling a time to meet again, …

May 24, 2022 12:00pm

By Jody Seivert

Under Objections, Process, Commitment, Appointments, #SellItOrScheduleIt, sales, Action plan, Build Habits, Interactions, #closeratio, Opportunities & challenges

2 min read

May 17, 2022 12:00pm

By Jody Seivert

Under Qualifying Questions, selling, Action plan, Coaching, Interactions, Achieve, sales, challenges, #closeratio, Build Habits, #SellItOrScheduleIt, strategy, Organization & Appointments

2 min read

Process for Selling Intangibles

Selling intangible outcomes like appointments is different from selling tangible outcomes, like sofas or chairs. Selling an intangible requires a process of introducing the concept when you first realize that it will be the intended outcome of the sales interaction. This is because it is CLEAR that the customer cannot buy today – based on the answers to your questions that were intended to determine that (not your assumptions).

At that point, introduce the concept: “Since we can only accompl…

May 17, 2022 12:00pm

By Jody Seivert

Under Qualifying Questions, selling, Action plan, Coaching, Interactions, Achieve, sales, challenges, #closeratio, Build Habits, #SellItOrScheduleIt, strategy, Organization & Appointments

2 min read

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

Blog

#closeratio

June is…what follows May

The Final PR Word

What does slow mean?

It’s not my job….Resist being resistant

Cold call, warm call, hot call…what is it? Go with the easy ones first

Who you gonna call?

Why wait?

Objections to Appointments

Process for Selling Intangibles

Intended Outcomes

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