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The Sales Skills SERIES

Consume this course as a podcast

Sales Skills

Jody Events 3.46.52 PM
53:14
Goal Setting for Sales Professionals
Jody Seivert
Jody Events
1:01:49
Selling Intangibles
01:48
Today's Topic: Selling Intangibles
03:18
Talk About Intangibles Early and Often
06:59
Introducing a Concept vs. Selling It
09:34
Salespeople's Own Objections to Intangibles
12:08
Financing Is Always a Promotion
12:50
Open-to-Buy Story and Math
17:16
Common Customer Objections to Intangibles
18:49
Q&A: Older Customers and Protection
23:54
Selling Protection Alongside Financing
26:30
Q&A: Struggling to Set Appointments
27:13
Block Your Calendar for Appointments
31:50
Either/Or Close: Live Role-Play
35:34
Ready Responses to Common Objections
37:06
After-Delivery Selling: 20% Opportunity
37:54
Biggest Takeaway: Tools in the Toolbox
40:53
Point Four: Sales Manager Accountability
42:25
Intangibles Drive Revenue per Opportunity
44:23
Open Q&A: Objections and Coaching
45:10
Managers: When to Step In
49:02
Horror Story and Success Story
50:01
Cody: When to Mention Protection
53:41
Whole-Team Waterfall Close
57:14
Trade Rep: 'Too Busy' Objection
57:58
'Since + Fact + Question' Formula
59:48
In-Home Visits: 'Would It Help?'
1:01:00
Wrap-Up: Practice and Make Goal
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Jody Seivert
Jody Events
36:02
Sketching to Support the Sale
Jody Seivert
April 2026
1:00:11
The Art and Discipline of Making Appointments
Jody Seivert
May 2026
1:00:20
Handling Objections with Clarity and Calm
01:39
Handling Objections: Session Kickoff
02:44
What Counts as an Objection
03:39
Why Customers Object
07:41
Egos and Emotions Collide
09:46
DISC Reactions Under Pressure
10:58
The Counterintuitive Four-Step Process
14:31
Step Four: Offer Two Solutions
18:21
Q&A: Objections to Appointments
25:32
Turn Objections into Homework
26:18
Objections Trace Back to Discovery
28:28
Lessons from a Used Car Salesman
32:11
Char's Art Presentation Standoff
39:22
Shops and Micro Presentations
44:42
Purchaser Handoffs and Reshops
49:35
Overcoming a Firm's Past Baggage
52:58
Ashley's 'What Don't You Like' Tactic
55:28
Build Appointments in Small Steps
56:34
Charlotte's Framed-Print Challenge
59:24
Wrap-Up and Thanks
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Jody Seivert
June 2026 Events
56:45
Asking Discovery Questions That Matter
00:18
Welcome and Setting Intentions
01:53
Why Ask Discovery Questions
03:58
Discovery vs Qualifying Questions
06:15
Building Trust Before Selling
09:03
Determining Where Buyer Is
11:04
The Four Bridge Questions
13:05
Asking Permission to Ask Questions
13:45
Uncovering Client Priorities
15:23
Setting Time Boundaries Upfront
17:27
Asking About the Space
20:04
Introducing the BADASS Framework
20:45
Budget: The First Money Question
24:26
Ability to Buy and Financing
26:55
Handling Decision Makers and Mavens
30:22
Availability and Time Frame
34:00
Shopping and Comparing Question
35:50
Homework Keeps Clients Tethered
38:06
Trade: Asking Timeline Questions
41:06
When Will Client Use the Space
46:07
Handling Group Meetings
47:53
Welcoming Walk-in Showroom Clients
52:36
Custom Lead Times for Travelers
54:53
Final Coaching for Managers
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Jody Seivert
July 2026
53:02
Turning Browsers Into Buyers
00:01
Conversion Problem, Not Traffic
01:54
Get Your Head in the Game
04:02
Observe Customers as They Enter
05:40
Prepare Your Opening Questions
08:30
Over-the-Shoulder Greeting Technique
09:38
Customers Are Afraid, Not Rude
12:28
Responding to 'Just Browsing'
14:39
Pivoting From Chatter to Business
18:56
Q&A: Converting Social to Sales
23:11
Where Greetings Break Down
26:20
Top Producers' Mindset About Customers
29:58
Trade Showroom Greetings
31:28
Kiana's Question on Neutral Greetings
32:35
Handling Customers Who Avoid You
35:52
Bob's Discount and DISC Openings
39:08
Customers on Phones and 'Shoulds'
43:55
Action Steps for Salespeople
48:20
Manager Responsibilities and Rotation
51:57
Upcoming DISC Sessions
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Jody Seivert
Aug 2026 Correct
46:10
DISC for Sales Professionals: Understanding Yourself
00:00
Using DISC to identify your sales style
01:07
DISC acronym and four styles
03:07
Adjacent DISC styles share traits
05:59
Task versus relationship-driven quadrants
10:26
Strengths and challenges of each style
13:31
Asking descriptions reveals DISC style
15:10
How each style affects customers
20:21
Use DISC strengths with intention
23:55
Coaching session opens for questions
26:11
Uncover customer priorities before presenting
28:34
Overcome pushiness by directing outcomes
32:41
DISC context removes defensiveness
34:47
High steady-compliant can't close sales
38:00
Five badass questions reveal buy-readiness
40:10
Offer two choices, not three
44:40
Review sales performance through DISC
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Jody Seivert
Sept 2026
48:35
DISC for Customers: Identifying and Adapting
00:18
Adapting to Customers' DiSC Styles
03:46
Spotting Styles via Communication Signals
04:32
High Dominance: Quick, Direct, Eye Contact
05:35
High Influence: Hyperbole and Expressiveness
06:17
High Steadiness: 'It Depends' Responses
07:12
High Compliance: Facts and Details
08:38
Asking 'Tell Me More About That'
10:44
Mirroring and Matching to Build Rapport
17:23
Resist Resistance: Adapt, Don't Judge
20:47
How Each DiSC Style Buys
21:26
Dominant Buyers: Fast, Few Details
22:12
Influencer Buyers: Fun and Impulsive
23:32
Steady Buyers: Collaborative Decision-Making
25:33
Compliant Buyers: Accuracy and Test Questions
26:37
Apply It: Audit Your Client List
28:27
Q&A: Applying DiSC in the Field
33:02
Coaching Challenging High-Dominant Reps
37:53
Daily Huddles and Meeting Cadence
39:38
When Dominants Dismiss One-on-Ones
43:45
How Inconsistency Registers With Staff
46:29
What Makes Great People Stay
48:08
Final Thanks and September Goals
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Jody Seivert
Oct 2026
35:34
Stop Talking: The Power of Silence
02:34
Stop Talking: The Power of Silence
03:37
Discomfort and Reactions to Silence
05:23
Stop Talking When You Ask a Question
09:12
Stop Talking After Answering Their Question
11:37
DISC: Rambling Under Pressure
14:58
Stop Talking About Yourself
20:06
Stop Talking When Presenting Solutions
22:06
WAIT: Why Am I Talking?
24:35
Stop Talking After Overcoming Concerns
29:48
Stop Talking After Asking for Commitment
33:55
Closing Quote: Stillness and Silence
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Jody Seivert