One By One Companies with Jody Seivert

When foot traffic is low, it’s crucial to maximize every customer interaction. Here’s how:
Enhance Selling Skills
Ask Effective Questions: Understand your customer’s needs.
Present Solutions Succinctly: Be clear and to the point.
Handle Objections Confidently: Address concerns with assurance.
Be Tenacious in Following Up: Don’t let potential sales slip away.
Improving these skills will help you close more sales with the customers you do see.
Now, go make the most of every opportunity!

SLIDE 1: When traffic is low, waiting for customers to walk in isn't enough. Here’s how to increase your personal traffic:

SLIDE 2:
Outreach
Don’t wait – reach out! Use emails, phone calls, and social media to connect with potential customers. Personalize your messages to address their specific needs.

SLIDE 3:
Prospecting
Find new leads. Use CRM tools to track potential customers and follow up. Attend industry events and community gatherings to meet new prospects.

SLIDE 4:
Networking
Build relationships with other professionals and businesses. Join local business groups and participate in networking events. Collaborate on joint promotions or referral programs.

Get better at closing the opportunities you DO get rather than being concerned with the number of customers who walk through the door. Focus on close ratio and average sale and the actions needed to improve those metrics. These are selling skills that are within your control, unlike external marketing efforts that drive new traffic.

👉🏻Whether it’s buying today or scheduling a follow-up appointment, your goal is to build their confidence in purchasing from you.

Benefits of More Time with Each Customer:

✔️Elevated Customer Engagement: Spending more time with each customer leads to a higher level of engagement and a more personalized experience.
✔️Complete Work: Thoroughly understanding and addressing customer needs results in complete and satisfying interactions.
✔️Increased Customer Confidence: Providing tailored solutions and demonstrating understanding increases the likelihood that customers will buy from you.

Less traffic offers you the opportunity to spend more quality time with each customer. By seeing each customer as the opportunity they are, you can transform reduced traffic into increased sales effectiveness.

Adopting a generous perspective allows you to do more with each customer. They don’t need to exhibit specific buying signals or be at a certain stage in their purchasing journey for you to engage effectively. Every customer interaction is a chance to build a relationship and understand their needs.

Use this time to engage customers with broad, intentional questions that help you understand their project, problems, priorities, and goals. Questions like:
✔️"What brings you in today?"
✔️"What kind of project are you working on?"
✔️"What are your main priorities and concerns with this purchase?"

These questions open up the conversation and give you insight into what the customer is trying to achieve today and in the future.

With lower foot traffic, it's time to focus on quality over quantity. Treat every customer as an opportunity to sharpen your skills to provide the best service possible.

✨ Perspective impacts actions – see every customer as a chance to excel!

What strategies are you using to make the most of less traffic?
🛟Need more support? 👉🏻Reach out and let's talk!

In times of lower retail traffic, every customer interaction becomes crucial. See each customer as a valuable opportunity and focus on providing exceptional service. Engage deeply, understand their needs, and make every moment count!

✔️Change Your Perspective: See each customer as an opportunity, not a problem.
✔️Engage Fully: Treat each customer as if they are the ONLY customer you have right now.
✔️Sharpen Your Skills: Use this time to refine your sales techniques and improve your interactions.

👉🏻Focus on each customer as if they are the ONLY customer…because they ARE the only one you have right now.

In sales, overcoming objections is about understanding and addressing concerns with the right information. Here’s how to handle objections effectively:

🔹 Key Strategies:
✔️Clarify the Concern: Ask questions to understand the real issue.
✔️Be Brief: Provide just enough information to address the concern, without overloading.
✔️Pause and Listen: After responding, ask, "Anything else?" and wait for their response.
✔️Close with Confidence: After addressing all concerns, ask a closing question and embrace the silence.

Master these steps to guide your customers toward confident purchasing decisions!🙌🏻

✔️Handling objections is a critical skill for any sales leader. Remember, an objection is simply a voiced concern waiting to be addressed with information, compassion, and patience.

Top Tips:
🔹Understand the Concern: Ask clarifying questions to get to the heart of the issue.
🔹Be Concise: Provide just enough information to address the concern.
🔹Ask and Wait: After addressing the concern, ask, "Anything else?" and wait silently.
🔹Guide to Close: Once all concerns are addressed, ask a closing question and remain silent.

Practice patience and intentionality, and let silence work for you.

𝗣𝗿𝗲𝘀𝗲𝗻𝘁 𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻𝘀, 𝗡𝗼𝘁 𝗖𝗼𝗻𝗳𝘂𝘀𝗶𝗼𝗻!

In furniture sales, it's important to address the customer’s specific needs without overwhelming them with unnecessary details.

🔸 Effective Strategies:
✔️Focus on the problem they are looking to solve or their key priorities.
✔️Be clear and concise with relevant product information.
✔️Avoid overloading them with details that don’t add value.

Too much information can confuse the customer and make it harder for them to make a decision. Presenting a solution should simplify their choice, not complicate it.

Stop talking and let them think…so they can act.

𝗦𝘁𝗼𝗽 𝗧𝗮𝗹𝗸𝗶𝗻𝗴 … 𝗦𝗼 𝗠𝘂𝗰𝗵 𝗪𝗵𝗲𝗻 𝗬𝗼𝘂 𝗣𝗿𝗲𝘀𝗲𝗻𝘁 𝗮 𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻

As sales leaders, it's crucial to focus on the customer’s problem and priorities when presenting a solution. Consider what they are looking to solve with their furniture purchase.

🔹 Key Tips:
✔️Be succinct with product information.
✔️Align your discussion with the customer’s expressed needs and priorities.
✔️Avoid talking about features that are not relevant to them.

Talking too much can make the product seem unnecessarily expensive and confuse the customer. Remember, less is more. Let them think and decide!
Now, go talk less about what matters most.

𝗧𝗵𝗲 𝗣𝗼𝘄𝗲𝗿 𝗼𝗳 𝗟𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴

In sales, connecting with customers is crucial, but talking about yourself can sometimes hinder the conversation. When a customer mentions they need a new dining table, avoid talking about your own dining room. Dive deeper into their experience instead.

𝙀𝙛𝙛𝙚𝙘𝙩𝙞𝙫𝙚 𝙇𝙞𝙨𝙩𝙚𝙣𝙞𝙣𝙜 𝙎𝙩𝙧𝙖𝙩𝙚𝙜𝙞𝙚𝙨:
✔️Listen Without Planning Your Response: Truly focus on what they’re saying.
✔️Ask Open-Ended Questions: "What do you enjoy most about having a big dining table for family gatherings?"
✔️Stay Away from Self-References: Keep it about them.
✔️Embrace Silence: Use it to show you’re considering their words.
✔️Express Empathy: "I can see why a sturdy, spacious table is important to you."
✔️Be Fully Present: Engage without distractions.
✔️Summarize to Show Understanding: "So, you’re looking for a table that can handle large family dinners. That’s wonderful!"

👉🏻Why it matters: It helps you understand customer needs better and build stronger connections. Shift the focus to them and see your interactions improve.🙌🏻
Practice silence and inquisitiveness today!

As sales leaders, it’s natural to want to build connections by sharing personal stories. But when a customer talks about their need for a new sectional, resist the urge to mention your own living room setup. Focus on them instead!

𝗧𝗼𝗽 𝗧𝗶𝗽𝘀:
✔️ Listen Actively: Show genuine interest.
✔️ Ask Open-Ended Questions: "What’s the most important feature you’re looking for in a sectional?"
✔️ Avoid Self-References: Keep the conversation on them.
✔️ Practice Patience: Silence can show you value their input.
✔️ Show Empathy: "That sounds like a great choice!"
✔️ Stay Engaged: Use eye contact and nodding.
✔️ Reflect Back: "So, you’re looking for something that’s both stylish and comfortable. Got it!"

Focusing on the customer builds stronger connections and reveals their needs. Make them feel heard and valued for more productive interactions.
👉🏻Now, go practice being silent and inquisitive!

𝙐𝙣𝙡𝙤𝙘𝙠 𝙎𝙖𝙡𝙚𝙨 𝙎𝙪𝙘𝙘𝙚𝙨𝙨 𝙬𝙞𝙩𝙝 𝙎𝙩𝙧𝙖𝙩𝙚𝙜𝙞𝙘 𝙎𝙞𝙡𝙚𝙣𝙘𝙚!

Introducing our July series, "Stop Talking." This month, we dive into the art of less talk and more listening, and how it can transform your sales interactions.

🔸 Key Insight: When a customer questions a price difference, avoid overwhelming them with unnecessary details. Instead, focus on their priorities.
Example: “I know you’re interested in comfort. Would it be helpful if I explained how the design and padding of this sofa provide superior comfort compared to the other option?”

🌟 Action: After addressing their key concern, practice silence. Let them process the information. Silence can lead to powerful decisions.
Follow us this month for more valuable tips in our "Stop Talking" series!

𝙒𝙚𝙡𝙘𝙤𝙢𝙚 𝙩𝙤 𝙤𝙪𝙧 𝙅𝙪𝙡𝙮 𝙨𝙚𝙧𝙞𝙚𝙨, "𝙎𝙩𝙤𝙥 𝙏𝙖𝙡𝙠𝙞𝙣𝙜"!

This month, we're focusing on the power of silence and strategic communication. Discover how speaking less and listening more can significantly boost your sales success.

🔹 Scenario: A customer asks why the sofa you're showing them is twice the price of another sofa. Instead of a lengthy explanation, ask what they specifically want to know.
Example: “I see that quality is important to you. Can I share how the materials and craftsmanship of this sofa ensure long-lasting durability compared to the other one?”

💡 Tip: Be specific and relevant to what matters to them. Silence can be powerful.

Stay tuned for more insights and practical tips in our "Stop Talking" series this month.

This strategy takes practice. A good place to start is with the most common objections and finding two options to overcome each of those objections. THEN to practice those by using the strategy.

Objections are what stop most sales from happening. Practice so that you become masterful at avoiding them, being prepared for them when they happen, and being skilled to manage the conversation to resolve them.

Now, go practice, practice, practice!

In the face of an objection being raised by a customer:

1. Acknowledge the objection. - “I hear that X is a concern for you.”
2. Ask for specifics. - "Can you tell me more about that?”
3. Offer to help. - “If I give you a couple of options, would you be willing to explore them?"
4. Offer options. - “We could do A or B…which would you like to explore first?”
5. Solve the concern. - “So this is the best option for you, yes?”
6. Ask for the sale. - Write it up now.

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 prepared and having practiced the strategy, especially the questions that organize the conversation.

While we are wired to experience pressure however we experience it, we are not required to act on that pressure, but rather we can choose a response that forwards the sales process and the outcome.

Now, go get prepared!

Objections are pressure for the salesperson and for the customer. Different DISC styles respond differently under pressure:

High Dominance will be impatient, angry, abrupt and demand immediate action or dismiss it and the customer.

High Influence will be distracted, may be sarcastic, get off focus from the issue at hand…or try to convince the customer otherwise.

High Steadiness tend to acquiesce to the pressure, especially if there is potential conflict with another person. They will go along to get along. They may also take the objection personally.

High Compliance will tend to hunker down to the facts and accuracy, sometimes giving every element the same weight, and get nit-picky about the details.

How salespeople react to the pressure of a customer objection depends on a few things:

-What the salesperson’s DISC style is.

-How knowledgeable they are about how objections fit into the buyer’s decision-making process.

-How much they know about the common objections of the product or service they are selling.

-How prepared the salesperson is for the objections they receive.

The best way to avoid objections is to lead with an objection.

Lead with an objection that you suspect the customer may have AND be prepared with responses for objections when they come up.

Now, go…dig deeper and ask deeper.

There are salespeople who believe that if they don’t bring an issue up, then it won’t come up by the customer. Not so.

Or they keep their fingers crossed that there won’t be issues. Again, not so.

You will face objections during the sales process.

Salespeople can avoid objections a couple of ways:

1. Knowing the most common objections that buyers typically have about the product, service, process, or experience that they sell.

2. Bringing those areas of possible concern up earlier in the process by asking about them as questions and part of the Discovery process.

The further along in the buying process that they buyer is, the more they know – and their information aligns among sources and gives them confidence to proceed to the sale.
Bringing compassion, understanding, and acceptance to the prospect’s buying process will give the salesperson solid ground to direct them through to a decision.

Buyers tend to object because they are fearful…of making a mistake that can’t be easily rectified, of spending more money to solve their problem than they need to spend, of making a bad choice based on inaccurate or out of date information, of what someone else will say about their choice.

Buyers object and raise concerns because they have them.

Buyers tend to object because they are uncertain…of what the salesperson is saying, of what the product or service promises, of how to judge either of those to get to the other side of their uncertainty, of conflicting information (what they read online is different from what the salesperson is saying).

To forward the sale until it is achieved, and customer and the salesperson are satisfied. That is a wonderful feeling…and worth the frustration and patience to achieve it.

Now, go celebrate your wins!

To stay present and focused, and to be patient and sensitive to the decision-making process of the customer takes something. And when that happens, it is very satisfying.

It is satisfying to be persistent without being pushy.