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Organization

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…

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Organized for Appointments

The Greek poet Archilochus said: “We don’t rise to the level of our expectations; we fall to the level of our training”. The same is true for our level of structure and organization.

If we are really intending to manage our actions in time and achieve our targeted outcomes by successfully making and executing appointments, we need to be structured to do that.

And that means to be organized by having appointments IN YOUR CALENDAR as one-hour placeholders, using the repeat function on yo…

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The Last Month of the Year

December is a funny month. 

For retail showrooms, this tends to be a slower traffic month with a lower average sale. And, like November, it also tends to be a good delivery month, with holidays driving making homes lovely for family and guests. 

Residential trade business continues to be strong and retail traffic has started to wane a bit but is still sufficient to hit targets. And trade showrooms can go either way as these are not typical times. 

Given the unpredictability, this is a c…

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Part 2 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Hi everyone….

This is my second in this series of posts. I am taking apart and talking about a data set that HubSpot published in 2018 on Sales Enablement Statistics. These are great bits of information for salespeople and sales managers to know in order to impact the actions they take with prospects and with selling and coaching time. Over time, I will address all 20 points.  I encourage you to share how they impact YOUR actions with your team or with your prospects.

2. At a company with 100–500 …

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