Blog
What Buyers Feel (and What to Do About It)
This month, our theme is Being Committed—and we’re exploring how to Secure the Sale or Schedule the Next Step.
This is the step where results are realized. It’s the moment where all the effort and intention of the sales process comes together to create a clear next move—whether that’s a sale or a scheduled follow-up. It's about leading every interaction with purpose and confidence.
This week, we're focusing on: Being committed to the outcome versus attached to the outcome.
There’s a big diffe…
How to Lead Every Sale to a Clear Outcome
This month, we're diving into the theme of Being Committed—specifically how to Secure the Sale or Schedule the Next Step.
It’s all about gaining commitment from customers by confidently leading every interaction to a clear outcome. This step is where the results of the sales process and interaction occur. It’s the culmination of all previous actions—bringing everything together to drive the sales conversation toward a sale… or at the very least, an appointment.
This week, we’re focusing on: Be…
Close with Confidence. Lead with Care
This month, we’re exploring what it means to BE Brave in sales—showing up with curiosity, presence, clarity, and compassion. This week, we’re talking about: BE Brave – and committed. Can we finish now?
Some sales training programs define objections as buying signals—because objections reveal interest. If that’s true, then overcoming an objection should naturally lead to the next step: asking for the order.
But here’s where many sales fall apart.
Either the objection isn’t fully resolved, or t…
Don’t Convince—Guide. Here’s How
This month, we’re exploring how to BEING Brave in sales—by meeting objections with curiosity, presence, and compassion. This week, we’re talking about: BE Brave – and informative. What options will satisfy them?
This is where it gets tricky.
This is not the time to unload everything you know about the product or service in an attempt to overcome their concern. It’s not the time to drown them in data, hoping to prove their concern wrong—no matter how well-intentioned that might be.
This is the…
This Week’s Brave Move: See the Person, Not Just the Sale
The person in front of you is a person—before they are a client or a customer.
This month, we're exploring what it means to BEING Brave in sales—leaning into resistance with curiosity, presence, and compassion. This week, we’re talking about: BE Brave – and present. Why is this a challenge for them?
When they raise an objection, something has them stuck. They're hesitating, unsure. Why?
Are they afraid of making the wrong decision?
Do they feel like they haven’t done enough research?
Are they c…
Objections Aren’t Barriers—They’re Clues (Here’s How to Respond Bravely)
This month’s theme is BEING Brave—and each week, we’ll explore a different way to apply that courage in your sales conversations.
This week? BE Brave – and inquisitive. What is the real objection?
Too often, when we hear an objection, we rush to make it go away. We jump in with explanations, defenses, even discounts—before we understand what the objection actually means.
Take “It’s too expensive,” for example. Do you know what they’re really saying?
- Too expensive compared to what?
- Too exp…
Leading an Effective Sales Team
Sales management doesn’t need more action. It needs the right actions—taken consistently.
I recently shared some thoughts with the Home Furnishings Association about what makes sales teams truly effective—and it goes far beyond just hitting the numbers.
From setting clear goals to coaching in real time, building structure, and leading by example… these are the strategies that drive both profitability and performance.
If you’re leading a team (or supporting someone who is), I hope this article…
Stop Talking… and Start Closing
As a rule, it’s better to err on the side of telling less. Too much detail and too many options confuse the decision-making—and the buyer.
Instead, ask: “What would you like me to tell you?”
Then… just talk about that.
You can always follow up with, “Would you like to know anything else?” And if they say no, go ahead and ask for the order.
Tell just enough.
Here’s a question worth remembering:
W hy
A m
I
T alking?
If you’re wondering that, chances are… you’re talking too much. And prob…
How to Know What (and How Much) to Say
BE Succinct For sales professionals everywhere.
In our ongoing series on BEING Succinct, we've emphasized the importance of clear and concise communication in sales interactions. A crucial aspect of this approach is understanding where your prospect stands in their decision-making process. This awareness allows you to tailor your communication effectively, providing the appropriate amount of information to guide them toward a confident purchasing decision.
Consider:
-
How long have they be…
The Real Reason Buyers Say Yes
BE Succinct
For sales professionals everywhere.
Pain points are different from the problem that they are looking to solve, and they might be similar to their priorities. Pain points are about the buyer and how they make decisions. Pain points answer the ‘why now?’ question. What is happening in their lives right now that has them engaged in this process? How much does that pain point impact the quality of their lives?
Satisfying their pain point should be part of your solution. This might be …
Categories
- #FillTheWell (11)
- #JodySays (63)
- #SellItOrScheduleIt (80)
- Action plan (113)
- Build Habits (90)
- Coaching (108)
- Qualifying Questions (44)
- Sales Coaches (112)
- Sales Managers (143)
- selling (82)
- Uncategorized (39)
- Achieve (78)
- Interactions (54)
- Opportunities (102)
- Commitment (46)
- Excellence (23)
- Results (85)
- Retail (62)
- sales (100)
- showroom (36)
- #closeratio (26)
- Closing (52)
- managers (10)
- Sketch (7)
- Sketch the space (7)
- sketching (8)
- Small businesses (4)
- communication (35)
- solutions (57)
- Systems (28)
- challenges (31)
- Compromise (4)
- relationships (30)
- Goals (68)
- strategy (41)
- success (15)
- BADAS (7)
- acceptance (4)
- leaders (11)
- team (12)
- Discovery Questions (23)
- Prospects (7)
- Decision Maker (6)
- Organization (12)
- planning (18)
- profitability (2)
- Quality (2)
- Standards (3)
- connecting (18)
- practice (13)
- Objections (10)
- Clarity (8)
- Creating Urgency (7)
- email (3)
- E-Commerce (1)
- #babyboomers (1)
- #millennials (1)
- social media (1)
- marketing (27)
- Consistancy (8)
- consistency (11)
- Designers (3)
- gratitude (12)
- Holidays (7)
- Reflection (35)
- Pandemic (1)
- Change (7)
- Travel (1)
- Family (2)
- distraction (3)
- onething (2)
- Actions (22)
- Structure (4)
- Inspiration (3)
- Setbacks (1)
- Celebrate (3)
- Process (16)
- Resistance (8)
- Mindset (14)
- Furnishings (4)
- Problems (6)
- priorities (5)
- Customer Satisfaction (2)
- Consultative Selling (12)
- Appointments (15)
- leads (1)
- sales professionals (41)
- Conversation (12)
- Summarize (2)
- Connection (4)
- Buyer (2)
- Follow-up (3)
- development (2)
- Imposter Syndrome (1)
- imperfections (4)
- Procrastination (1)
- Intention (5)
- traffic (1)
- sales strategy (6)
- traffic (1)
- #Goals (2)
- Sales (12)
- beseries (7)
- sales team (5)
- closing (2)
- closing (1)
- gratitude (4)
- proactive (5)
- Sales Manager Series (1)
- protection (1)
- numbers (1)
- intangibles (5)