Slow Down

For sale professionals, everywhere
What’s the rush?
In a ‘Transactional’ sale, a salesperson can get away with very little connection with the buyer, asking just a few qualifying questions, making a meager sales presentation, and either closing hard or not closing at all because the buyer’s desire to buy overcame any deficiencies of the salesperson. It happens all the time.
But in a ‘High Value’ sale (as Neal Rackham calls big ticket, several interactions to sell the product or service in Spin Selling), it requires just enough of a connection to be able to ask the questions the salesperson needs to ask to learn what they need to know to make a compelling presentation…so that the buyer is in a good position to say yes when asked to commit.
I watch salespeople rush through the Connecting Step, sail through the Qualifying step with the fewest of questions asked. So I want to know – what’s the rush?
– Are you rushing to get to the next opportunity without completing this one?
– Are you expecting a phone call or an incoming appointment?
– Are you impatient with the customer’s buying process?
– Are you not interested in getting to know them and what their problem is that you can
– Are you uncomfortable with strangers and asking questions to connect and learn more?
Do you know you are rushing?
Use their DISC style and voice/body match to set the pace. Make the interaction about them instead of about your own comfort, pace, interest level. Just try it and see what happens. Then let me know, because I am interested in helping you create a great experience for both of you.
Now, go sell something.
JS-095-Edit (1)

NO to NC

Dearest Friends and Colleagues,

As a proud veteran of the home furnishings and interior design industries, I am

saddened, angered, and bewildered by the lack of action to boycott and defeat the

HB2 bill in North Carolina. Arguably, one of the most important industries in the

state with the power to make a difference, the home furnishings / interior design

industry leaders are remarkably silent in the face of such blatant discrimination.

With discrimination, it matters not who the targeted group is, as discrimination

lacks boundaries and eventually leaks everywhere. The LGBT community

is richly represented in our industries and has contributed so much to our

successes. They need and deserve our voices standing with them and against a law that is

about more than ‘just bathrooms’. I implore the industry leaders and members to speak

up, stand up, and even not show up at HP Market as a courageous stand against

discrimination in North Carolina. When this bill is defeated, I look forward to

returning to High Point Market.

Thank you Patrick J Hamilton for your stand and your demand…you inspired me.

In solidarity,                                LGBT Supportive

Jody G Seivert

One by One