Closing

Aug 21, 2024 06:08pm

By Jody Seivert

2 min read

Traffic is Only ONE Performance Indicator

This article is the third in our series about maximizing opportunities with less retail traffic. Remember, traffic count is just one of many performance indicators. If you want to write more business, you can do that in one of three ways:

1. See More People

Increase your personal contacts and opportunities. Incoming showroom traffic is only ONE way to do that. Outreach, prospecting, and networking are powerful ways to develop contacts without waiting for them to walk through the door. Be proac…

Aug 21, 2024 06:08pm

By Jody Seivert

Under sales, sales strategy & Closing

2 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

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

Nov 15, 2023 05:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

More of...

In an earlier blog, we looked at ACTIONS – since actions are the only things that produce results. Actions are also measurable and observable so we can see if they are working.

When we evaluate performance, we need to look at the specific actions we took and the quantity of those actions. Did we take ENOUGH of them?

Or, did we need to take more impactful actions? Did we do things that were easier or more comfortable or more familiar – that didn’t work – instead of actions that would have bee…

Nov 15, 2023 05:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

Nov 8, 2023 10:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

Evaluation

As the year starts to wrap up, we have addressed finishing strong - and the actions associated with that – so that we can carry this perspective into the end of the year.

Progressing further into the final quarter, and in preparation for setting goals in December, we want to take a hard look at the year – what worked and what didn’t work – so that we can effectively and objectively evaluate actions that did, or did not, produce results.

Objectively evaluating performance can be tough – we want…

Nov 8, 2023 10:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

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 18, 2023 10:00am

By Jody Seivert

Under #JodySays, Action plan, Sales Coaches, Sales Managers, Opportunities, strategy, solutions, Closing, #closeratio & Excellence

2 min read

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 …

Oct 18, 2023 10:00am

By Jody Seivert

Under #JodySays, Action plan, Sales Coaches, Sales Managers, Opportunities, strategy, solutions, Closing, #closeratio & Excellence

2 min read

Aug 22, 2023 10:00am

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Action plan, Achieve, Appointments, solutions, Systems, Results, sales, Closing, Discovery Questions, strategy & BADAS

2 min read

Take the Actions That Create Appointments

Actions are the only things that produce results. When appointments are the target, there are specific actions to take, in a sequence, that will get them on the calendar, get them accepted via invitation, and get the result intended – namely, the sale. Here they are in chronological order:

Organize your calendar to schedule 8-10 appointments per week – at times YOU set.
Enter EACH customer interaction INTENDING to accomplish a sale or an appointment.
Recognize when an appointment WILL be …

Aug 22, 2023 10:00am

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Action plan, Achieve, Appointments, solutions, Systems, Results, sales, Closing, Discovery Questions, strategy & BADAS

2 min read

Jul 25, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, managers, Results, Retail, team, Discovery Questions, leaders, practice, sketching, Sketch the space & Closing

2 min read

Sell it or Schedule it: Your Operating System

To recap: The flrst level of Sell it or Schedule it as a sales manager is to be able to demonstrate the process and to produce a sale or an appointment.

The second level is to be able to train and coach the process with the sales team to improve results.

The last level is to use Sell it or Schedule it as your operating system with the sales team. This puts the understanding and execution of the process in a full circle.

Let me explain by asking a few questions…

How are you using voice and bod…

Jul 25, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, managers, Results, Retail, team, Discovery Questions, leaders, practice, sketching, Sketch the space & Closing

2 min read

Jun 27, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Results, sales, Opportunities, Appointments, Sales Coaches, Sales Managers, Closing, Systems, #JodySays & Intention

1 min read

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…

Jun 27, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Results, sales, Opportunities, Appointments, Sales Coaches, Sales Managers, Closing, Systems, #JodySays & Intention

1 min read

Blog

Closing

Traffic is Only ONE Performance Indicator

1. See More People

Stop Talking About Yourself: Mastering the Art of Listening in Sales

Differently

More of...

Evaluation

Bear Down

Coming From Behind

Take the Actions That Create Appointments

Sell it or Schedule it: Your Operating System

June is…a good practice month.

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