Blog
Three Silos and Five Questions
For sales professionals, everywhere
Even though my soon to be trademarked sales process of “Sell it or Schedule it” has a 25-year history, it is also a dynamic process. I amend it regularly as I learn where salespeople struggle to understand or implement particular aspects of it, or when salespeople share with me elements that have helped them to make it their own more quickly. Recently, I was revisiting the BADAS Questions – those five areas of discussion and information that, based on how the …
High Impact Actions
For sales leaders, everywhere
Many retailers use statistics to measure performance and results, and there are some constants that all retailers measure: Traffic, close ratio, average sale. All are measurable, all matter, and all have specific actions to increase them.
There are retailers who add another statistic – sales per guest/dollars per opportunity/performance index. Whatever you call it, they all measure the same thing: Total revenue divided by total traffic. It is a combination of close…
A Measure of Relationship Value
For everyone, everywhere
I once had a customer who was a bit of a maverick in his marketplace and in the industry. He has since passed away, but Chuck Forcey was a character. When he was in the military, he flew planes and was on an elite fighter team…and he brought his irreverent ways with him.
Fortunately, he had a commander who was tougher and more focused than Chuck was and while he respected and appreciated what Chuck brought to the team, he refused to let the team be defined by one of its me…
I once had a customer who was a bit of a maverick in his marketplace and in the industry. He has since passed away, but Chuck Forcey was a character. When he was in the military, he flew planes and was on an elite fighter team…and he brought his irreverent ways with him.
Fortunately, he had a commander who was tougher and more focused than Chuck was and while he respected and appreciated what Chuck brought to the team, he refused to let the team be defined by one of its me…
What do we really think about “Just Browsers”?
For showroom sales professionals, everywhere
In a recent coaching call I was startled by the simple articulation of how one of the salespeople/designers viewed people who say that they are “Just browsing” and those people she’s been unable to connect with: “I think they are killing time and wasting mine.” Wow. I asked her to explain more about this…and it was more about her perspective, which unknown to her, was furthering her inability to connect with
incoming customers.
Consider this: what do y…
In a recent coaching call I was startled by the simple articulation of how one of the salespeople/designers viewed people who say that they are “Just browsing” and those people she’s been unable to connect with: “I think they are killing time and wasting mine.” Wow. I asked her to explain more about this…and it was more about her perspective, which unknown to her, was furthering her inability to connect with
incoming customers.Consider this: what do y…
Systems for Fulfillment
For everyone, everywhere
It’s early in the new year…you might have your bright and shiny goals in front of you, enthusiastic to achieve them and passionate about what you are out to create for yourself, your company, your family. Good for you!!! Now, ask yourself:
“Am I organized enough, with a system that is sufficient for the results I am committed to achieve?”
Take a moment and REALLY sit with that question and the elements it included. For creatives, organization seems boring and uninspiring. …
Ask Commitment Questions
For sales professionals, everywhere.
In keeping with the lifelong practice of asking questions is my lifelong practice of talking about them. Imagine a conversation where YOU really drive the exchange by completing EVERY response you have with a question. Think about it. Even if you answer a question posed by the other person, you keep the volley going with a question of your own. You: “Lobster is my favorite food…what’s yours?”
One of the more challenging types of questions is Commitment Que…
Customer Service Cancellations
For everyone, everywhere
As you might be doing at the start of the new year, I am scouring my expenses looking at what is nice versus necessary and can be cut. As an avid reader, my news subscriptions 
started to add up and I considered how much I read of each publication and I decided to cancel my digital subscriptions to both The Wall Street Journal and The Washington Post. The latter could be done via their website and it was a simple process to execute, followed by a confirming email from …
started to add up and I considered how much I read of each publication and I decided to cancel my digital subscriptions to both The Wall Street Journal and The Washington Post. The latter could be done via their website and it was a simple process to execute, followed by a confirming email from …Ask Confirming Questions
For sales professionals, everywhere.
The skill of asking questions and deeply listening to the answers is a lifelong practice.
BE in it, don’t rush it, and look to learn.
BE willing to not know everything all the time. 
Asking Confirming Questions takes the unknown away.
When a salesperson shows a customer an item that has a price tag on it, and the salesperson says “This is $#”…and the customer nods, it means what? It means that the customer heard the salesperson and that they can read. It…
This Equals That
For Sales Managers, everywhere
I love Sales Managers, especially selling sales managers. I love that they love to sell and engage with the customer and that they are interested in developing their team members for greater achievement. 
You know that I believe the sketch is the Holy Grail for the salesperson and the customer. Those salespeople who sketch and take notes during the interaction and gather great data that they use in their sales presentation have a higher close ratio, higher ave…
Happy New Year
For everyone, everywhere.
I started this with platitudes and fluff and yawned at my own puffery….and hit erase.
Let’s keep it simple.
Here’s to closing 2018 with lessons learned and accomplishments celebrated and to looking to 2019 with wonder, enthusiasm, courage, focus, and clarity…and with the energy to execute to actions needed for achievement.
Wishing you all the very best as you build a year to remember.
Now, go sell something.
oxo,
Jody
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