strategy

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

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

Nov 4, 2021 12:00pm

By Jody Seivert

Under Build Habits, #FillTheWell, Opportunities, Coaching, Results, solutions, Systems, strategy & gratitude

2 min read

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…

Nov 4, 2021 12:00pm

By Jody Seivert

Under Build Habits, #FillTheWell, Opportunities, Coaching, Results, solutions, Systems, strategy & gratitude

2 min read

May 29, 2020 04:33pm

By Jody Seivert

Under #JodySays, Compromise, solutions, challenges, strategy, connecting & success

2 min read

"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.jpg

better 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…

May 29, 2020 04:33pm

By Jody Seivert

Under #JodySays, Compromise, solutions, challenges, strategy, connecting & success

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

Aug 20, 2019 06:00am

By Jody Seivert

Under #babyboomers, #JodySays, #millennials, Achieve, challenges, Commitment, Results, Sales Managers, strategy & Uncategorized

2 min read

Part 11 of 20: HubSpot Sales Statistics…With Secret Sauce Added

# 11 High-performing sales teams invest in sales enablement strategies and technology

Investing in CRM software and other marketing automation technology helps organize and expedite the sales process and increases sales productivity. High-performing sales teams use almost three times as much technology as underperforming teams.

Salespeople I still hear pushback from older salespeople on upgrading technology to be current in today’s marketplace…a reaction that is sure to diminish their sales re…

Aug 20, 2019 06:00am

By Jody Seivert

Under #babyboomers, #JodySays, #millennials, Achieve, challenges, Commitment, Results, Sales Managers, strategy & Uncategorized

2 min read

Aug 6, 2019 07:00am

By Jody Seivert

Under #SellItOrScheduleIt, Achieve, Action plan, Closing, Coaching, communication, Creating Urgency, email, Goals, Interactions, Opportunities, sales, selling, strategy & Uncategorized

1 min read

Part 9 of 20: HubSpot Sales Statistics…With Secret Sauce Added

9. Salespeople are 9x more likely to convert web leads if they respond within 5 minutes

Customers who contact you via your website expect a quick response. Leads and questions that come through your site need to trigger a response instantly within your sales team.

Salespeople This role isn’t a fit for EVERY salesperson. They need to be skilled in technology, persistent in their communication and closely tied to the marketing department so that they can participate in creating responses that are…

Aug 6, 2019 07:00am

By Jody Seivert

Under #SellItOrScheduleIt, Achieve, Action plan, Closing, Coaching, communication, Creating Urgency, email, Goals, Interactions, Opportunities, sales, selling, strategy & Uncategorized

1 min read

Jul 9, 2019 07:00am

By Verve Creative Solutions

Under #closeratio, Action plan, Build Habits, Closing, Commitment, communication, connecting, Decision Maker, Excellence, Goals, Interactions, Opportunities, practice, Prospects, relationships, Results, sales, Sales Managers, selling, strategy, success & Uncategorized

2 min read

Part 6 of 20: HubSpot Sales Statistics…With Secret Sauce Added

6. 44% of salespeople give up after one follow-up

Quitting on a weak prospect may seem like a way to save time for more promising leads, but quitting too soon means missing sales. Nearly 50 percent of sales reps only make one follow-up call before giving up. phone calls

For Salespeople Can you believe this statistic?! Believe it. Look at your typical follow-up actions to get the sale when you haven’t scheduled an appointment. How many do you usually do before you give up? Consider NOT giving up until the cu…

Jul 9, 2019 07:00am

By Verve Creative Solutions

Under #closeratio, Action plan, Build Habits, Closing, Commitment, communication, connecting, Decision Maker, Excellence, Goals, Interactions, Opportunities, practice, Prospects, relationships, Results, sales, Sales Managers, selling, strategy, success & Uncategorized

2 min read

Blog

strategy

Process for Selling Intangibles

Process…plus….

Priorities…plus….

Problem…plus….

GRATITUDE and ATTITUDE

"Use it up…..

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

Part 11 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Part 9 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Part 6 of 20: HubSpot Sales Statistics…With Secret Sauce Added

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