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sketching
The Final Step in Mastering Sketching
This is the final conversation in our four-part series on Sketching.
As part of asking strong Discovery Questions, each blog has answered one of the common open-ended questions. And in each one, I’ve included actions for both salespeople and sales managers so you can integrate sketching — and support sketching — in your daily activity.
Today we’re focusing on the practical side:
When Is the Best Time to Sketch?
The best time to begin sketching is when you start getting responses that require…
The Salespeople Who Close Faster Do This
As a Discovery activity, each conversation answers one of the common open-ended questions. And as always, I’m including both salesperson and sales manager actions so you can integrate sketching — and support sketching — in your daily activities.
Today, we’re focusing on:
Who Sketches?
The sales associate who sketches is intentional.
They are responsible, engaging, directing, creative, communicative, generous, efficient, and effective.
They care about the customer. They are willing to invest…
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…
Sell it or Schedule it: Your Operating System
Let me explain by asking a few questions…
Connecting…enough?
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…
This Equals That
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