Ready to go deeper? Learn more about the Sales Manager Training Program

If your team can sell the product… but struggles to sell the profit, this session is for you.

In retail and showroom sales, some of the highest-margin drivers aren’t things customers can touch. They’re intangibles—and they require a different approach.

In this class, we break down how to sell intangibles like:

• Protection / accident protection

• Financing

• Appointments / “be-back” appointments

• Design services / sketching (intangibles that expand projects and close ratio)

The core idea: bringing it up isn’t selling it.
Introducing an intangible is step one. Selling it means connecting it to something that matters to the customer so they choose it on purpose.

In this Lesson:

1) Why intangibles must be introduced before you ask for them

“Bring it up early and often” only works when your team knows what that actually looks like in a conversation.

You’ll hear examples of how to seed the concept early (“next steps,” “how we’ll finish this,” “how we’ll make this easy”) so an appointment, financing, or protection doesn’t feel like a last-minute add-on.

2) The real objections are often inside the salesperson

Customer objections are real—but many teams lose margin because the salesperson agrees with the objection (or never learned how to sell the intangible in the first place).

We walk through:

• Common salesperson objections (“They don’t need financing,” “They’re at the top of their budget,” “They didn’t have their calendar.”)

• Why “the tool didn’t work” often means the skill wasn’t there yet

• How to shift the thinking so the tool becomes usable

3) How to handle objections without reacting

Intangibles create more objections—because they require more trust and understanding.

The strategy: ask more questions instead of defending.
You’ll hear sample language that turns a “no” into a real conversation (and a real chance to sell).

4) The sales manager’s strategy changes the metric

A big point in this session: when an intangible metric is low (like protection penetration), it’s often more reflective of sales management actions than salesperson motivation.

We cover a practical management strategy:

• Training + coaching + demonstrating

• Daily focus and expectations

• Interrupting “business as usual” when the metric matters

• Creating a team-wide environment where the intangible gets sold, not mentioned

5) How intangibles drive Revenue per Opportunity

If you track Revenue per Opportunity / Sales per Guest, this lesson connects the dots:

• Appointments + financing + sketching lift close ratio and average sale

• Protection increases average sale (and is a major profit driver)

• Why financing is often underused as a strategy tool, not an affordability tool

Action Step

As you watch, keep a running list of:

1. The intangibles your team introduces but doesn’t truly sell

2. The top 3 objections your salespeople “accept” too quickly

3. One specific manager behavior you can implement this week (demonstrate, practice, or interrupt)

Then choose one intangible to focus on for the next 30 days.

Quick Reflection Questions

• Where does your team mention intangibles… but stop short of selling them?

• What do your salespeople believe about financing, protection, or appointments that might be limiting results?

• Are you asking your team to “bring it up” — or are you showing them how?

Ready to Lead a Stronger Team?

This cohort is limited to 10 sales managers to ensure high-touch support and real-time feedback.

[Reserve Your Spot Now]

Have questions? Want to discuss your team’s needs before enrolling?
Reach out to Jody directly at jody@onexone.com or

Schedule a Call With Me to Discuss