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

Challenges and Concerns

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For salespeople, especially

It’s no secret that Qualifying Questions have my heart.  I am always looking for questions to ask early in the process that will inform selection and the overall project.

My new question (to designers if you’re a trade showroom or to the customer if you’re a retail showroom) is this: “What are the challenges and concerns you have about the project?”  Followed closely by: “What are the challenges and concerns you have about the products?”  And if YOUR customer is a designer: “What are the challenges and concerns you have about the client?”

And then just listen.

We spend so much time as salespeople looking for wants and desires, when there is just as much buyer motivation (maybe even more, actually) to avoid or fix something.  What are they afraid of?  What makes them crazy?

Find solutions for those issues.  And offer them via the product or as a personal or company service that will help them to solve those nagging.

Now go sell something!

xo

Pinhole or Porthole?

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For designers and salespeople

Which are you looking through when you ask questions?

You probably already know my passion for asking questions – opening and compelling questions, qualifying questions, questions to manage client concerns, closing and commitment questions – I love them all.  I love BEING inquisitive and interested in finding out more about the world that the other person is living in.

It’s especially helpful to be inquisitive when exploring projects with a client.  To ask project questions assumes that there is a project, rather than responding to a product request with product information.  Ask room and space questions, right from the beginning.  Think broadly about how the product request from the buyer fits into a larger space and spectrum – and then ask questions from that perspective.

Example – a client asks about a sofa.  Instead of immediately responding with details about the sofa, TAKE A BREATH, and ask “I’d love to tell you about this sofa.  Can you tell me a bit about the space it’s going into?”

As the seller, we need to have a bigger viewpoint from which to start.  You can sell products or you can sell projects…..and you get to say which you sell.  By asking project questions from the beginning of the interaction, you become part of the larger landscape and a partner in the selection and discussion of more items in the project.  EXPAND your thinking and questions and assume it’s a project that you’re going to be part of.  You won’t be disappointed.

Now, go sell something.

Love, love, love,
Jody