Sales Managers

Even with the best intentions and strategies, not every customer interaction will lead to a sale or an appointment on the spot. That’s just the nature of sales. But don’t lose heart—what truly sets successful salespeople apart is their ability to follow up effectively. When you don’t get the immediate result you’re aiming for, your next step is to follow up with purpose and persistence. Here’s how to turn those "maybes" into "yeses":

1. Commit to Multiple Follow-Up Calls Plan to call up to five …

Appointments are an essential, yet intangible, outcome in the sales process. Whether they happen over the phone, in the showroom, or in the customer’s home, scheduling and conducting appointments effectively requires a strategic approach. One of the most critical strategies is to introduce the concept of ‘next steps’ early in the sales conversation.

Plan Your Appointments in Advance To offer appointments effortlessly, start by blocking out appointment slots on your calendar. Choose low-traffic …

To guide your customer to the right outcome—whether it's a sale today or setting up an appointment—it's crucial to understand where they are in their buying process and if they’re ready to make a purchase now.

Do you know how to determine where the buyer is in their buying process and IF they CAN buy today? Try these steps:

Step 1: Ask the BADAS Questions
These five strategic questions cover three essential areas: time, money, and decision-makers. You’ll uncover how far along the customer is in…

"Sell it or Schedule it” isn’t just the name of my sales training program—it’s the goal of every customer interaction. The objective is simple: either write up the sale today or schedule an appointment to do so tomorrow. Period.

When you assume that EVERY customer who walks into the showroom is ready to buy TODAY, it shapes your thinking and actions. It empowers you to evaluate whether this customer is ready to buy now or if it’s best to set up an appointment for later.

Here are some steps to …

There's an old selling belief that when a salesperson asks for the sale, they should stop talking because the first person who speaks loses. While this isn't entirely accurate philosophically, it IS an effective action. 

When you ask for the sale, your intention should be to get it. A closing question naturally demands a response, so give the customer the opportunity to answer. The silence that follows your question can be a powerful tool. Here’s how to use it effectively:

Helpful Tips for Mas…

Handling objections is a critical skill for any sales leader. An objection is simply a voiced concern, waiting to be addressed with information, compassion, and patience. The key to overcoming objections effectively is to respond succinctly and then stop talking.

Here’s how to master this approach:

Understand the Concern

When a customer voices an objection, your first step should be to understand the real concern. Ask clarifying questions to get to the heart of the issue. For example, if a cu…

As a sales leader, your primary goal is to help customers find solutions that meet their needs. However, one common mistake is providing too much information when presenting a solution. This can overwhelm the customer and hinder their decision-making process.

When a customer comes to you, they are looking to solve a specific problem or achieve certain priorities. It's crucial to focus on these aspects and align your solution accordingly. Here’s how to effectively present a solution without over…

As sales leaders, it's natural to want to build connections with customers by sharing personal anecdotes. However, there are times when talking about yourself can hinder rather than help the conversation. This might sound harsh, but when a customer starts talking about their German Shepherd, it’s not an invitation to talk about your French Bulldog.

Even if you have a good connection with the customer and you are intentionally looking to create a deeper bond by increasing similarity, resist the …

Welcome to our July series, "Stop Talking." This month, we’re focusing on the power of silence and strategic communication. Each week, we’ll dive deeper into how less talk and more listening can significantly impact your sales success. From answering customer questions to presenting solutions and handling objections, we’ll explore practical techniques to enhance your effectiveness as a sales leader.

Stop Talking… When You Finish Answering Their Question

Imagine a customer asks why the sofa you…

Salespeople can respond to objections for what they are – objections. Objections indicate that there is some concern about the product, service or process that has not previously been discussed and settled.

The most successful salespeople have a strategy for handling objections, along with an understanding of the most common objections.

Having a strategy prevents responding in a knee jerk way, under pressure from the objection and the reaction to that pressure. There is confidence in being pre…