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

How Salespeople Can Avoid Objections

Salespeople can avoid objections a couple of ways:

  1. Knowing the most common objections that buyers typically have about the product, service, process, or experience that they sell.
  2. Bringing those areas of possible concern up earlier in the process by asking about them as questions and part of the Discovery process.

There are salespeople who believe that if they don’t bring an issue up, then it won’t come up by the customer. Not so.

Or they keep their fingers crossed that there won’t be is…

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Why Do Buyers Object?

Buyers object and raise concerns because they have them.

Buyers tend to object because they are uncertain…of what the salesperson is saying, of what the product or service promises, of how to judge either of those to get to the other side of their uncertainty, of conflicting information (what they read online is different from what the salesperson is saying).

Buyers tend to object because they are fearful…of making a mistake that can’t be easily rectified, of spending more money to solve their…

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Selling also is Satisfying

Sometimes luck brings the right person into the showroom at the right time and the process moves quickly and a sale is effortlessly achieved. Sometimes that happens.

It’s more likely that attention and intention are engaged to produce a sale rather than luck from the front door.

It’s more likely that attention and intention are engaged to produce a sale rather than luck from the front door. To stay present and focused, and to be patient and sensitive to the decision-making process of the custo…

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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.