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solutions

Handling Objections…what is enough?

Let’s extend developing our questioning skills to include handling objections.
As we evaluate our relationship to objections, it’s important to look at the reaction to objections and the response to the objection. They are separate yet related actions.

Ask yourself: Do I really know what they are concerned about…or am I assuming I know? Do I accept their concern as valid – and maybe even agree with them? Do I understand their concern, and do I have a response to address it and move beyond i…

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Asking Clarifying Questions

Where assuming can bite you is when you are sure you know what the other person wants or means without really knowing... either because they haven’t fully offered that information, or because you haven’t asked enough questions to have enough information.

Ask questions that MAKE you sure you know what they mean: “Can you be more specific?” “Can you describe that to me in more detail?” “Can you tell me what that would look like to you?”

Don’t be afraid to slow things down so you can be sure…

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Equals (Product) Solution

If you are still reading this series, you have come to the summary of addition: Problem plus Priorities plus Process equals Solution.

The product solution that you create by asking questions in these three areas and combining the answers will produce a solution that will compel the customer to take action…now.

Presenting a solution that captures the essence of what matters most to the customer standing in front of you requires focus, attention, patience, and persistence. And the satisfacti…

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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…

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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…

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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,…

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Christmas

Whether or not you celebrate this holiday or share your life with people who do, this is likely to be a different kind of Christmas. From the pandemic to supply chain challenges, this holiday is surely one to be created. 

As store shelves may be emptier than usual, Christmas presents might be replaced with gifts of ‘experiences to be shared’ or home-made treasures or treats from local shops. Maybe we will spend less time on getting presents and more time on being present to each other and to …

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GRATITUDE and ATTITUDE

Gratitude is often in reaction to something happening that we wanted to have happen, such as simple things like a good parking space and more complex things like a good relationship…or being grateful for coming through adversity having gained insight and success. 

I start my day with a prayer of gratitude and a request for patience and willingness. Yes, willingness.

To not let my stubbornness and resistance take over what I am experiencing or expecting. To be open to new ideas, opinions, or wa…

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High Point Market Blog/Newsletter

“Homework”
High Point Market Seminar, Saturday, October 16 - 4:00 HFA Resource Center

In the last year, so many things have been amended or eliminated, morphed into something else, or revealed themselves as different from originally intended or understood. Those things have all happened to me, to my business, to my clients, and to my understanding and methods for teaching salespeople and sales managers.

This topic, Homework, is one of those newly realized nuggets in my “Sell it or Schedule it” sa…

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"Use it up…..


For sales professionals, everywhere

…wear it out, make it do, or do without.”

That is a World War II era saying that described and directed behavior that those living through that time followed until they died.  

When you can’t easily run to the store because you have a craving for mint chocolate chip ice cream and your wear it out.jpgbetter half-finished the last of it yesterday, you do without or choose another way to satisfy your fancy. When you fall in love with those new AG jeans on Nordstrom R…

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