The Time Is …… Now?

For home furnishings showroom sales professionals and sales leaders everywhere

This is the second installment in a series on Creating Urgency.  I get asked by sales leaders how to help their team members to close sales more quickly… and asked by salespeople how to do the same. I know it feels like a guessing game…CAN they buy 50-percent-of-leads-not-ready-to-buytoday?  They came into the showroom and said ‘just browsing’, they said ‘I’m not buying today’, they said ‘I never buy without sleeping on it’, they said, they said, they said.

I am not disrespecting what they said or diminishing what they expect the outcome of the sales interaction to be, because it’s just that – an expectation. They didn’t expect to find a salesperson who gave a damn to stick with them beyond their ‘just browsing’ opening salvo, they didn’t expect to find what they wanted or to find it as quickly and easily (or so it seems) as they did, and they didn’t come in expecting to buy today.  They are all good, all understandable, and all just expectations.

As a seller, I need more than their expectation to determine our/my outcome.  How I am going to determine how much time we spend together today, what we do with that time, and what the outcome will be (a sale or an appointment) is an assessment that I am responsible to drive. My overall expectation to ANY and ALL sales interactions is that they will buy today until I learn that they cannot.  If I expect that they will buy now, it will line up all of my hand drawing checkbox, business  conceptactions in that direction. AND I will assess by asking specific questions, whether or not they can actually purchase.  As a seller, I am responsible to figure that out, as it informs everything that I do with them. How I determine if they CAN buy today is by asking and getting responses to the B-A-D-A-S Questions and supporting and recording those answers by Thinking with a Pencil. They are both essential aspects of the Qualifying Step; the process we use with each and every opportunity to not only ascertain project and product information, but also their buying process information….where they are in the buying process and if the conditions are favorable for them to purchase now.

In my next blog, we’ll go deeper into both of those, so stay tuned…..or if you just can’t wait, give me a call and ask!
Now, go sell something!

Love, love, love….
Jody


email:     jody@onexone.com

toll free: 877-663-9663

cell/text: 413-822-5727

URGENCY STARTS WITH U

For all sales professionals and interior designers

Defining Urgency
This is the first installment in a series on Creating Urgency. I get asked by sales leaders how to help their team members to close sales more quickly… and asked by salespeople how to do the same.
Recently, I blogged about the importance of managers ‘jumping in’ to the sales interaction if they believe it is taking too Without-a-sense-of-urgency-desire-loses-its-value.-Jim-Rohnlong without an apparent end in sight, or too much time during an especially high traffic period, or just to check in to see if the salesperson is on track to bring the interaction to an intended close: the sale or an appointment.
That action would be helpful if that action included finding out the urgency on the part of the customer – a logical question for a sales manager to ask, especially if it hasn’t been asked by the sales person.

Urgency is part of every sale even if that urgency to purchase is far off…you at least want to know what it is and when it needs to happen. And expecting to buy today and being able to buy today are two different things. Every buyer has ‘motivating factors’ that we need to learn as critical and essential aspects of the sale and it is up to the salesperson to ask and learn these and not expect that the buyer will reveal that information on their own.
1. Ask and find out motivating factors.

2. Determine how important they are to them (on a scale of 1-10)

3. Find out what the negative impact would be if they didn’t take action by when they need to take it. In essence, what is the pain that not taking action would cause or enhance?

4. Use that information in your presentation and in your close.

Mastering the art of Urgency is vitally important to developing a successful Sales Team and achieving goals. I have a dynamite half day seminar on ‘Creating Urgency’ that has had a tremendous impact on sales for the teams that I have worked with. Reach out and let’s discuss investing in your sales team!

xo

Jody

cell/text: 413-822-5727

Jody Seivert 300 dpi