My weekly blog allows me to share insights
of what is coming and examples of what is working...
I hope you enjoy them. 

Asking Forwarding Questions

As one of my teachers, Sharon Drew Morgen said: “The person who is asking the questions is the person who is leading the conversation.” And she was right.

Questions keep the volley going and answering them without asking another question ends the volley. After answering a question, ask another one, like: “What is important to you about that?”

All questions don’t require an immediate answer in response. Ask a question in response, like “Can you tell me more about that?”

Consider that …

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Assessing versus Assuming

Assess OR Assume…you can’t do both.

And the only way you know which one you are currently doing is…drumroll, please…you are asking questions with only ONE of them: Assessing. Assessing means asking questions, not knowing and looking for evidence, but asking in order to know.

Asking questions is a skill. Every sales professional needs to see it as a skill to develop FOREVER because the customer buying process changes, the marketplace evolves, and the desire and ability to learn more and do …

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How to Summarize?

“Let’s recap where we are now….”
“Let’s look at what has been decided and what remains…”
“Let’s summarize where we are now and make sure we are focused on your priorities.”

Notice that these are all ‘stop action’ statements by the salesperson…directing what the next action will be and the benefit of that action.

Summarizing will let the customer/client take a breath and not add new information to the conversation.
It will allow the salesperson to pause and take a breath, get to neutral…

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Find Jody's oldest blog posts on her old website

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Q2 2021

For sales associates and leaders everywhere

 

Q1 2021 is now behind us. If you hit your quarterly goal, congratulations! If you missed it, check your performance statistics and you will find what was insufficient that kept you from  hitting your target.

The obvious challenges most retail and trade showrooms are facing right now are supply chain shortages and insufferable lead times. This is what the remainder of the year will look like, so it’s critical that we manage what we can control.

If the motivation for the customer/client is to get something quickly, then that is an objective and objection to manage early in the conversation. Either you have product in stock that will approximate what is in their imagination or they are open enough (to other style and price) to recalibrate their vision so that they can use what is available. This conversation is complex and requires connection with the buyer and confidence on the part of the seller…and yet, it’s factual and is happening elsewhere with product shortages and backorders.

For sales leaders, this is the training and coaching that your team needs. Please don’t expect them to just know how to do this. They don’t.

For sales associates, be ready for this without buying into the customer’s despair. Familiarize yourself with what you do have available or incoming and be prepared to expand their thinking with sketching the space to discuss it from a holistic perspective – versus from the specific solutions that they came in asking for. That solution is unlikely to be satisfied by you or your nearest competitors, so learning how to manage it is essential, because it’s not going away any time soon.

The beauty is that sales are strong and demand remains high. And we know that once they do one room, they will do others.


Now, go practice this conversation with a co-worker so that you are comfortable with it.

Then, go sell something.

oxo

Jody