“Helpful” is Not an Outcome

For sales professionals, everywhere
 
I had a great call today with the sales leadership of Interiors Home in PA. We have been working together for a couple of years and discussing how to break some habits and create new, more effective ones. One of the actions we were discussing I have mentioned Handshakebefore: Sales managers interrupting sales/customer interactions on the sales floor to help the salesperson to overcome concerns and to help them to close the sale (or get the appointment).
Today we distinguished HOW to engage. Instead of the sales manager introducing themselves to be ‘helpful’ to the customer and to the salesperson, it’s better to “Actively and Intentionally Engage” with the outcome being the sale or the appointment. And to take the opportunity to demonstrate the selling skill needed (new questions, more powerful presentation, overcome sticky objections, or ask for the commitment!) that the salesperson may have missed or performed poorly. It’s a BIG difference from just being helpful.
As I said to them, for the sales manager, Intentionally Engaging to Produce an Outcome is an equivalent of what sketching the rooms is for the salesperson: High-level tools that satisfy multiple objectives.
Sit with this for awhile…then give me a call and let’s discuss. 877-663-9663.
Now, go sell something.
oxo,
Jody
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Obstacle or Vehicle?

For sales professionals, everywhere. When evaluating a sales interaction with a customer, ask yourself: Am I paving the way for them to make a decision or am I IN the way of a decision happening? I observe salespeople inadvertently blocking … Continue reading

“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