intangibles

Feb 19, 2026 01:27pm

By Jody Seivert

Under intangibles

2 min read

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.

…

Feb 19, 2026 01:27pm

By Jody Seivert

Under intangibles

2 min read

Feb 17, 2026 05:00am

By Jody Seivert

Under Sales Managers, selling & intangibles

3 min read

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:…

Feb 17, 2026 05:00am

By Jody Seivert

Under Sales Managers, selling & intangibles

3 min read

Feb 10, 2026 06:14am

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, sales & intangibles

2 min read

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…

Feb 10, 2026 06:14am

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, sales & intangibles

2 min read

Feb 2, 2026 03:35pm

By Jody Seivert

Under Coaching, Sales Coaches, Sales Managers, selling & intangibles

3 min read

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,…

Feb 2, 2026 03:35pm

By Jody Seivert

Under Coaching, Sales Coaches, Sales Managers, selling & intangibles

3 min read

Blog

intangibles

Sales Skills Series: Selling Intangibles

When the Objection Isn’t the Customer’s

Whose Objection Is It, Really?

Selling Intangibles Starts Earlier Than You Think

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