Sense of Urgency

For salespeople, sales managers and designers everywhere

How do you know when it’s time to close?

Time-for-Action Are you looking for it…and if so, what are you watching and listening FOR?

And, if you know and ask for the sale, are you willing and able to ask again if you need to?

I find that salespeople (I will lump everyone together on this!) want to be able to close more often and more quickly, but there are things that get in the way of that happening. Let’s take a look at how to organize our thinking about Urgency.

time-management-urgent

YOUR expectation / THEIR expectation – Do YOU expect them to buy if you find what they want? Or do you think they need to keep looking (maybe because YOU would if you were them)? Do THEY expect to find what they are looking for today and with you? We take actions based on how things ‘occur’ to us and if you think they won’t buy, they most likely won’t.

YOUR strategy to determine motivating factors – what are you consciously asking them to learn THEIR sense of urgency? And if you are unable to find one, how do you consciously CREATE one? Yes, you can really do that! All buyers have motivating factors; why they are in the buying process now….what the ‘no deals’ are…..what the priorities are to them, and so on. As a seller, we need to consciously determine these in order to know HOW to spend our time with them so that we can close what needs to be closed or how we will ‘forward the sale’ – such as an appointment or homework – to get the sale when they are able to buy.

How we prepare and go INTO the sales interaction, what WE expect to create and accomplish, is HUGE as to what we leave with. It takes preparation, patience, and knowing WHAT we need to know in order to close more sales and close them quicker.

And, of course, if you need help with that process, I’m here to help.

Cheers and love,

Jody

Jody Seivert 300 dpi

And, of course, if you need help with that process, I’m here to help.

Cheers and love,
Jody

HOW to Jump In

For Showroom Sales Leaders and Sales Managers Everywhere

The day after “Jump In” was posted, I found myself on a coaching call discussing the process with a team of sales managers. What occurred to me during the call was that, in the post, I did what I admonish sales managers for doing: I told you generally what to do instead of identifying specific behaviors and role playing what it looks and sounds like so that you could be familiar with it. It was just another version of ‘do better, sell more’, a way of coaching and managing that I don’t like and that doesn’t work, and yet I did it, too. Please forgive me.

From that call, we identified several behaviors that I wanted to share with you.
Prepare your team for this new engagement. Use what the team and they are committed to (increased close ratio, better connection, etc.) as the context for this new process.
Be prepared yourself – sketch pad, flyers or promotion information, a calendar on your tablet with the team appointments, etc. Know what you are looking for and looking to accomplish: to find what is missing that you can insert, and to help them to “Sell it or Schedule it”.
Introduce yourself – who you are and why you’re inserting yourself. Ask what’s happening, listen for what is working and not working, read between the lines for the subtle stops – where they might be stuck and not even know it – and where the process is right now that you can forward.  writing with pencil isolated
Show them how to ‘think with a pencil’ to get a better idea of the project and the space. Show them how to overcome the objection if there is one. Show them how to ask for the sale if it’s warranted. Show them how to ask for an appointment to connect again after the custoemer works out whatever is keeping them from closing today.
Write down each of these interactions. You, as a coach, want to know how many you are doing, what the results are that you are achieving by doing this. And you want to find out if there are any commonalities in what is stopping your team.
After the interaction is complete, ask the salesperson: 
 – How you did? 
 – What you inserted that was missing?
 – What happened that was NOT going to happen otherwise – and why?
Share successes and misses. This is a tool like any other tool and you want to use it skillfully.
And please, let ME know how it works for you and your team. I am sure the readers would like to hear, too.

Now, go sell something!
Love,
Jody

Jody Seivert 300 dpi

Jump In

For sales managers and sales leaders everywhere

Yes. Jump in. (And jump into this blog…and for the next paragraph or two, resist your temptation to react and disagree…just read….and think about it).

Jump in and get out on the sales floor with your antennae up, looking and listening for opportunities. Those opportunities may or may not be currently being assisted by someone on your sales team. If they are not being helped, jump in and introduce yourself and start asking questions about them and what they’re here to accomplish…what they want, what they think will leap of faithsolve what they want, etc. If they are being helped, then listen and find out what’s happening between the sales associate and the customer. Are they on track to do something today? Is the salesperson struggling with some aspect of the sale – the sales process, product or procedure? If they are, you need to jump in and introduce yourself and find out how things are going and how you can help. Use the opportunity to Be the Example of what you want the sales associate to do. Ask for the sale for them if you need to. Show them how it’s done.

I recommend talking through this approach with your team, but I swear, we do NOT do this enough. In my work coaching and observing on my clients’ sales floors , I watch and listen to sales walk out the door every day, and watch and listen to sales managers TALKING about selling and TELLING salespeople what to do. Instead, JUMP IN and SHOW THEM what to do. Be the Example that they can follow. You will do you more to not only build sales revenue but also to build credibility with your team!

If you get stuck, feel uncomfortable or don’t want to jump in and Be the Example, it’s indicative of something you need to do something about …NOW…before the year, and your goals get away from you.. Reach out! I am here to help you and your team bust down walls and reach new heights! Remember, every player and every team needs a coach to succeed.

Love you,
Jody

Jody Seivert 300 dpi