Sketch the space

Mar 10, 2026 09:25am

By Jody Seivert

Under Sales Managers, sales, Sketch the space & sketching

3 min read

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…

Mar 10, 2026 09:25am

By Jody Seivert

Under Sales Managers, sales, Sketch the space & sketching

3 min read

Jul 25, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Sales Coaches, Sales Managers, Results, Retail, Closing, managers, Sketch the space, sketching, leaders, team, Discovery Questions & practice

2 min read

Sell it or Schedule it: Your Operating System

To recap: The flrst level of Sell it or Schedule it as a sales manager is to be able to demonstrate the process and to produce a sale or an appointment.

The second level is to be able to train and coach the process with the sales team to improve results.

The last level is to use Sell it or Schedule it as your operating system with the sales team. This puts the understanding and execution of the process in a full circle.

Let me explain by asking a few questions…

How are you using voice and bod…

Jul 25, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Sales Coaches, Sales Managers, Results, Retail, Closing, managers, Sketch the space, sketching, leaders, team, Discovery Questions & practice

2 min read

Sep 13, 2022 12:00pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Coaching, Qualifying Questions, selling, Interactions, Opportunities, Closing, Sketch, Sketch the space, sketching, communication, Discovery Questions, connecting & Connection

2 min read

Connecting…enough?

I have been bumping up against the word ‘enough’ for a while now so I figured that there was a message for me to pay attention to!

Whether it’s gratitude for having enough or acknowledgment for being enough, I thought it might be time to take a look at where else 'enough' matters.

This year I modified the objective of Step 2 of “Sell it or Schedule it” - the step of Connecting and Building Rapport. I adjusted the objective of this step to be "To help the customer to be comfortable enough fo…

Sep 13, 2022 12:00pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Coaching, Qualifying Questions, selling, Interactions, Opportunities, Closing, Sketch, Sketch the space, sketching, communication, Discovery Questions, connecting & Connection

2 min read

Jun 21, 2022 12:00pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Sales Coaches, Sales Managers, selling, Interactions, Opportunities, Retail, sales, #closeratio, Closing, Sketch the space, communication, Systems, challenges, relationships, strategy, Discovery Questions, Prospects & leads

2 min read

Cold call, warm call, hot call…what is it? Go with the easy ones first

Outreach occurs on an ominous note because we collapse outreach with cold calls…which many salespeople fear and despise…and consequently, aren’t very good at…so the cycle never gets broken and the perspective continues.

If you see the relevance and value of outreach but don’t have much experience with it, the fear and resistance are understandable. So, let’s start with the easy stuff…hot and warm calls.

Hot calls are those customers who are actively looking, and you happened to connect wit…

Jun 21, 2022 12:00pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Sales Coaches, Sales Managers, selling, Interactions, Opportunities, Retail, sales, #closeratio, Closing, Sketch the space, communication, Systems, challenges, relationships, strategy, Discovery Questions, Prospects & leads

2 min read

May 3, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Coaching, Sales Coaches, selling, Interactions, Opportunities, Results, Retail, showroom, #closeratio, Closing, Sketch, Sketch the space & communication

1 min read

Intended Outcomes

My program, “Sell it or Schedule it”™, is called that because the ONLY outcomes of a selling interaction is to close the sale or to arrange another contact time…in order to close the sale. To either write it up today because the customer is far enough along in their buying process to be able to confidently decide…or they aren’t! In the case of the latter, an appointment will ‘forward’ or ‘advance’ the sale so that you can close it at the next contact.

Anything else isn’t an outcome, but a step …

May 3, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Coaching, Sales Coaches, selling, Interactions, Opportunities, Results, Retail, showroom, #closeratio, Closing, Sketch, Sketch the space & communication

1 min read

Feb 26, 2019 11:00am

By Verve Creative Solutions

Under #JodySays, Action plan, Build Habits, Sales Managers, Uncategorized, Achieve, Interactions, Retail, sales, showroom, #closeratio, Closing, Sketch, Sketch the space, sketching, Small businesses, solutions, Systems, challenges, Goals, strategy & success

2 min read

High Impact Actions

For sales leaders, everywhere

Many retailers use statistics to measure performance and results, and there are some constants that all retailers measure: Traffic, close ratio, average sale. All are measurable, all matter, and all have specific actions to increase them.

There are retailers who add another statistic – sales per guest/dollars per opportunity/performance index. Whatever you call it, they all measure the same thing: Total revenue divided by total traffic. It is a combination of close…

Feb 26, 2019 11:00am

By Verve Creative Solutions

Under #JodySays, Action plan, Build Habits, Sales Managers, Uncategorized, Achieve, Interactions, Retail, sales, showroom, #closeratio, Closing, Sketch, Sketch the space, sketching, Small businesses, solutions, Systems, challenges, Goals, strategy & success

2 min read

Jan 8, 2019 08:00am

By Verve Creative Solutions

Under #JodySays, Coaching, Sales Managers, Uncategorized, Achieve, #closeratio, Closing, managers, Sketch, Sketch the space & sketching

2 min read

This Equals That

For Sales Managers, everywhere

I love Sales Managers, especially selling sales managers. I love that they love to sell and engage with the customer and that they are interested in developing their team members for greater achievement. managers810

You know that I believe the sketch is the Holy Grail for the salesperson and the customer. Those salespeople who sketch and take notes during the interaction and gather great data that they use in their sales presentation have a higher close ratio, higher ave…

Jan 8, 2019 08:00am

By Verve Creative Solutions

Under #JodySays, Coaching, Sales Managers, Uncategorized, Achieve, #closeratio, Closing, managers, Sketch, Sketch the space & sketching

2 min read

Blog

Sketch the space

Why You Should Sketch Every Time

How Does Sketching Happen?

Sell it or Schedule it: Your Operating System

Connecting…enough?

Cold call, warm call, hot call…what is it? Go with the easy ones first

Intended Outcomes

High Impact Actions

This Equals That

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