High Impact Actions

For sales leaders, everywhere

Many retailers use statistics to measure performance and results, and there are some constants that all retailers measure: Traffic, close ratio, average sale.  All are measurable, all matter, and all have specific actions to increase them.

There are retailers who add another statistic – sales per guest/dollars per opportunity/performance index. Whatever you call it, they all measure the same thing: Total revenue divided by total traffic. It is a combination of close ratio and average sale. It indicates how much every opportunity is worth to each salesperson based on what they do with it, and how well the store is doing. Since it’s a number that measures more than one thing, I have often worked with retailers to lean one way and develop a strategy toward either improving close ratio OR average sale.

Recently, I was working on a seminar for Furniture Row and thinking about this statistic close ration einstein again, and asked myself “Are there actions that improve both close ratio and average sale that would definitely increase performance index?” And yes, there are three: Sketch the room, make appointments to close, use financing for purchases.

As sales leaders, you want to direct your teams to the actions that will get the highest impact AND, since you can’t watch and focus on everything, you and your team members need to reliably and consistently execute the actions that get the biggest return. These do that. Take a look at your team and YOUR actions to direct these three actions and dial up the visibility and accountability.

And if you need help with this, call me. 877-663-9663.

Now, go help your team to sell something.

oxo,

Jody

Jody Smiling Photo copy

What do we really think about “Just Browsers”?

For showroom sales professionals, everywhere

 In a recent coaching call I was startled by the simple articulation of how one of the salespeople/designers viewed people who say that they are “Just browsing” and those people she’s been unable to connect with: “I think they are killing time and wasting mine.” Wow. I asked her to explain more about this…and it was more about her perspective, which unknown to her, was furthering her inability to connect with browseincoming customers.

Consider this: what do you think it takes for someone to get dressed, get in their car, and come to your showroom….instead of staying on the sofa, warm and maybe a pet or two on their lap, on their computer shopping for furniture? Do you really think that anyone would physically shop for furniture unless they absolutely had to?

How we SEE the customer isn’t about them…it’s about US. Our perspective of the customer says more about us than it does about them since WE made it up! If you want better connections with people, change YOUR mind about them and be engaging, inquisitive, helpful, friendly. When customers cross the threshold, their job ends and your job begins.

And if you are STILL struggling with your perspective or actions, call me. We can work this out.

 

Now, go sell something,

oxo,

Jody

Jody Smiling Photo copy 

 

 

Ask Confirming Questions

 

For sales professionals, everywhere.

The skill of asking questions and deeply listening to the answers is a lifelong practice.
BE in it, don’t rush it, and look to learn.
BE willing to not know everything all the time. ask listen 1-15-19
Asking Confirming Questions takes the unknown away.
When a salesperson shows a customer an item that has a price tag on it, and the salesperson says “This is $#”…and the customer nods, it means what? It means that the customer heard the salesperson and that they can read. It doesn’t mean that the price is good for them – that would be an errant assumption. The Confirming Question that accompanies this scenario is “Is that what you were expecting?” of “Does that work for you?” and BE SILENT and STILL and wait for a response.
This one skill, developed from discomfort to mastery, is life changing. Try it. And if you get stuck, keep trying it and call me.
Now, go sell something.
oxo,
Jody
Jody Smiling Photo copy