Gratitude, Compassion, Interest

Gratitude, Compassion, Interest
For sales teams everywhere

 

All showroom salespeople struggle with the initial contact – how to make it smooth and inviting, how to gauge when and how to approach, and how to manage the resistance of ‘just browsing’ or some other dismissive responses that often provoke a reactive response in us. And while that point in time is indeed challenging, how we are ‘being’ when we greet the incoming ‘guest’ speaks as loudly as anything that we say to them. So, in the effort to create a ‘sparks from your fingertips happy to see them’ engagement, here are some places to start from that will impact your first encounter.

gratitude abundance

 

 

Gratitude
This is an opportunity that someone else has given you. Either the company marketing and advertising has created it, or a happy customer has referred them and created it, or your location to some other interesting venue has spilled over and created it….or something else that is external to you. Unless this is a be-back to you, it’s a gift to you. And however they are and however they are not, that’s what you get to work with. Be Grateful.

 

 

got-compassion

 

 

Compassion

You have no idea of what they are experiencing in their life. It’s a mystery to you and might be a struggle for them. How they initially interact with you might have nothing to do with you and everything to do with what’s going on in their world. When they are greeted with gratitude for just being there and acceptance for just being who they are, the resistance is reduced and the connection can begin. Generate Compassion.

 

greet interest

 

Interest
Be interested in them. If you are interested in them you will be inquisitive and ask questions to learn more about them. You will listen to hear what they are saying and the message behind the words instead of waiting to speak. If you are interested in them you will be patient as they try to articulate what is not working that they want to fix, what is missing that they want to fill, what is a concern that they want to avoid or rectify. Slow down the pace and dial up the interest.

These don’t guarantee success but they serve as a foundation for it. They are especially effective when we’re having a tough day and don’t feel like being this generous…generate them anyway.

Now, go sell something.

Love, love, love,
Jody

Jody Seivert 300 dpi

Get a Foot in the Door….

Get a Foot in the Door

For salespeople everywhere

Most people think that to ‘get a foot in the door’ means to have some sort of entrance into a place that has been otherwise inaccessible to you.  And if you look up the term, that is the first definition.

The second definition is equally interesting.  It comes from a time when door to door salespeople would put their ‘foot in the door’ when the homeowner opened it to keep it from closing on them.  Can’t you just picture that?

So I got to thinking….

If we are truly out to generate sales versus just responding to buyer requests, we need to find a way to get in the door and to keep that door open to us.

Making the Inaccessible Accessible

Do you have a client database – actually set up as a database?  In Outlook, Access, Excel?  Set up in way that you can easily access it?  I have found that salespeople and designers don’t use their database for additional business or projects and even less for building opportunities for referral business.  If you have one, pull it out and dust it off and start mailing or calling your favorites.  Create and prepare a ‘reason’ to be in touch – a reason that would benefit them.

If you want to build your business through referral, or if you want them to make an introduction, ask them to do that.  People really like to help other people, and if they like you and you’ve contributed to the relationship in ways that work for them, they will help you.  Trust me and try it.  Today.

Stay In

Consider ‘openers’ in conversation that are engaging, thoughtful, and inquisitive.  Ask someone something that’s different from what everyone else asks.  Get their attention and hold it.  When I work with teams who have inside and outside salespeople, I encourage the outside salespeople to give the inside peeps ‘openers’, something that they can say “Karen told me that you…..” and then ask more questions about that.  Ask good questions and listen deeply to their answers.  When we get stuck or the conversation stops, it’s often because we got distracted or started thinking about ourselves.  Ask the other person to ‘tell me more about that’…and then start listening again.

Our results are closely linked to how we begin – the conversation, the connection, the relationship.  Let’s do better at getting off on the right foot and getting that foot in the door, and keeping it there.

Now, go ask some questions and sell something!

Love,
Jody

Generate

For trade and retail sales teams

1. To bring into existence, produce, evolve.

If I were to ask most people who call themselves salespeople what their job is, they would likely say something like ‘sell, satisfy people’s needs, help people to find solutions’  – something like that.

As I look at the current buying habits of retail and trade customers, and the new adventure of ‘showrooming’ and internet buying, it’s clear that the role and job of an inside salesperson is altering.  Maybe it’s beyond altering and has already changed, and we’re just slow to act.

Where that leaves inside salespeople with is a new definition of their job – which is to GENERATE sales.  That means to go and get them, rather than only assisting incoming opportunities to purchase.  Go and get them.  Because to wait for enough incoming traffic, that is sufficient traffic to produce sales to make goal, is to wait a very long time.

That also means that getting contact information, creating quotes, making appointments to return, calling quotes that are still unsold, calling after delivery, making outside appointments to sell, calling 30-90 days after the sale – all now required actions to incorporate into an inside sales checklist of ‘dollar producing activities’.

I can feel the reaction of ‘that’s not my job to create opportunities, that’s the job of ownership to provide leads via advertising and marketing’.  At some point in the distant past that might have been true, it just isn’t true any longer.  A sales job is to GENERATE sales, whatever and however that needs to happen.

The more you make it fun, make it a game, and enjoy the outward engagement, the more sales you will generate.  That’s how it works.

And so you know, I’m not just being bossy and am taking my own coaching today and ‘dialing for dollars’.  I have scheduled one ‘next step’ appointment for Friday, and made one on-site cold call to Mass Real Estate (no, they are not my target audience, but they are required to have CEU’s….which I offer….) IN MY GYM CLOTHES no less, and will pursue that avenue for speaking engagements.

The harder I work, the luckier I get.  Now let’s go get ‘em.

Love,
Jody