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Why You Should Sketch Every Time
Because sketching is part of the Discovery process, each blog answers one common open-ended question. And as always, I’m including actions for both salespeople and sales managers so you can integrate sketching — and support sketching — into your daily activity.
Today we’re focusing on two practical questions:
How Does Sketching Happen?
Sketching happens most effectively when it’s an initiating action by the salesperson.
When you ask, “What can you tell me about the room as it is now?” you op…
The Tool That Deepens Trust Fast
There’s a difference between talking about a space… and truly understanding it.
This month, we’re focusing on Sketching to Support the Sale. This is the first in a series of four conversations about sketching. Because sketching lives inside the Discovery process, I’m going to answer these through common open-ended questions — and I’ll include actions for both salespeople and sales managers so you can integrate this tool into your daily activity.
Today, we begin with two simple questions:
What…
The Manager Owns the Metric
This is the fourth and final article in the Selling Intangibles series. I hope you’ve enjoyed the previous articles—and more importantly, that you’ve put some of these ideas to work with your team or in your own selling performance. Let us know.
I’m going to make a bold statement about sales managers and intangibles.
The achievement of a calculated intangible metric is more reflective of sales management than it is of the salespeople.
Sales managers need a strategy for increasing performance …
Sales Skills Series: Selling Intangibles
I want to use this space to reinforce the heart of our conversation around selling intangibles — especially in retail and design environments.
In this session, we focused on how appointments, financing, protection plans, and services are not “extras” — they are essential profit centers of the business. I emphasized the importance of introducing these intangibles early and often, not as an afterthought. As sales managers, your role is to prompt, support, and reward these behaviors consistently.
…When the Objection Isn’t the Customer’s
This is our third article on Selling Intangibles. If you missed the first two, I encourage you to go back and read them.
Objections to intangibles are common—and they can be anticipated, avoided, and handled.
Customer objections to intangibles often show up when you ask the sales associate what kept the customer from buying protection, making an appointment, or using financing for the purchase.
Here are some common examples of objections salespeople share for each intangible tool:
Financing:…
Whose Objection Is It, Really?
This is the second article in the series on Selling Intangibles.
As sales managers, we need to know what the sales associates’ objections are to selling intangibles.
In many cases, the objections the salesperson has to the intangible may be greater than the customer’s objection—or it may be that the salesperson simply agrees with the customer.
We know that salespeople need to believe in the intangible as a valuable tool to the sale. But when they don’t have success using that tool, they often…
Selling Intangibles Starts Earlier Than You Think
This is the first in a series on Selling Intangibles. The specific intangibles I’ll be referring to are appointments (defined as a scheduled meeting—in the showroom, onsite, or using technology), accident protection, and financing.
Intangibles are different. They require an introduction to the concept before the request to take action.
As sales managers, we often say, “Bring it up early and often.” That’s accurate—but what do we really mean by that? Do we demonstrate and practice that process,…
Your 2026 Sales Plan, Simplified
This is the final installment in the goal-setting series, and it brings together a simple, math-based process designed to help you manage both your sales and your income throughout the year.
Nothing here is complicated—but it does require intention.
Let’s summarize what you’ve built.
1. Create a Written Sales Goal for the Year
You’ve already done the hard thinking. Now it’s about clarity and commitment.
- Create a written sales goal for the year
- Calculate it using your commission percentag…
January Sales Skills Series: Goal Setting for Sales Professionals
If you’ve ever set a sales goal with the best intentions…and then watched it quietly fade by March, you’re not alone.
That’s exactly why we kicked off the January Sales Skills Series with Goal Setting for Sales Professionals — a session designed to take goal setting out of the “hope and hustle” category and put it squarely into clear, measurable, workable math.
This session isn’t about dreaming bigger. It’s about building goals you can actually work.
Before you hit play, here’s what you’ll le…
What It Really Takes to Hit Your Sales Goal
This is the third installment in the goal setting theme. In the first two installments, we calculated the minimum written number (basement) and then added to that for the actual goal number.
These numbers might seem high at first glance—especially if they are beyond your current level of performance.
Goals are achieved by actions taken, rather than reactions to a specific number.
The activity level required to achieve your goal needs to be in alignment with the goal. For instance, the activit…
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