This Equals That

For Sales Managers, everywhere
I  love Sales Managers, especially selling sales managers. I love that they love to sell and engage with the customer and that they are interested in developing their team members for greater achievement.  managers810
You know that I believe the sketch is the Holy Grail for the salesperson and the customer. Those salespeople who sketch and take notes during the interaction and gather great data that they use in their sales presentation have a higher close ratio, higher average sale, and higher total sales revenue than those who do not sketch. Period. So as a high impact, ‘do this always!’ action, it does not have a parallel or substitute.
For sales managers, there is an equivalent: Interrupting the sales interaction to help the salesperson to CLOSE this customer. Those sales managers who understand that their job is to help their sales team members to close more opportunities do this consistently while on the floor. Interrupting/inserting into the interaction to help to close is the equivalent for the sales manager to what the sketch is for the salesperson. No kidding.
If it is not part of what you do now, start doing it.
I spoke of this in an earlier blog…Tim, the Sales Manager at The Amish Craftsman in Houston is a master at this. He introduces himself at the first interaction with everyone on the floor, then swings back around about 30 minutes later to check on selection, to ask if they are using financing for this purchase, and to double check that they are purchasing accident protection.
The result: Close ratio: 50%. Execution: Mastery.
Start practicing this and if you need help, call me.
Now, go help your salespeople to sell something.
oxo,
Jody
Jody Smiling Photo copy
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“What’s the Next Step?”

“What’s the Next Step?”

For sales managers, everywhere
 
As I have said previously, I get most of my blog material from coaching calls and training meetings. The things that come up during those precious times together are rich in material.
On a call last week with the Michael Alan Furniture and Design team in Lake Havasu City, AZ, their sales manager Dave shared what he does with any and every
Next-Steps-2018_0salesperson/designer after a customer interaction completes. He simply asks
“What’s the next step?” and from there
discovers that something either happened or didn’t…which leads to further questions. Brilliant.
So tell me, what are you asking your sales team after an interaction with a prospect/customer? If you aren’t consciously and consistently doing that, begin to make it a habit. You will see results immediately.
Now, go help your team to sell something.
oxo,
Jody
Jody Smiling Photo copy

Customers Don’t Know What They Want

For sales professionals, everywhere
Customers Don’t Know What They Want…
Really? Is that accurate?
I hear that a lot from salespeople who are not closing the sale or finding the right solution for the customer. If you think this, you will limit your engagement to find out what is driving the customers decision and what they want the solution to do. Couple Looking at Swatches With Saleswoman-33925616_XXXLarge.e796de60
What if customers really DO know what they want – they just don’t know what the solution will look like or what is available as a solution?  Align the expectation with where the customer is in their buying process: if they are early in the process, they may not know what they can do or what is out there for them….but they know what isn’t working NOW and what they would like in the FUTURE.
Be compassionate to where they are in their decision making process and ask more questions. Customers aren’t required to know the solution – that is the salesperson’s job to help with that. They came in the door…the rest is up to you.

Now, go sell something.
oxo,
Jody
Jody Smiling Photo copy