by Lisa Terrenzi at SELLability | Feb 21, 2013 | Contact
Money or Budget The first thing, and many times the only thing salespeople worry about, is whether or not the customer has the money or the budget. While this is an extremely important part of the qualifying process, we would first ask you, the salesperson, a few...
by Lisa Terrenzi at SELLability | Feb 18, 2013 | Control
Are you steering your prospect in the right direction, or is the prospect steering you? The last house my family sold was in 2009. It was an investment property we had purchased several years earlier, remodeled, and placed back on the market. My wife and I were, as...
by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Sales Mgmnt
Watch the How-to-Video “Rewarding Production”. Implement a system that rewards production and results. The recognition factor is incredibly motivating for salespeople, beyond the monetary rewards that comes with only paying commissions. Implement a reward system where...
by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Sales In General
Watch the How-to-Video “What Do You Do? Monday Mornings”. Implement a system every Monday morning to prepare for the week and follow what the top sales producers are doing to be successful. Establish the purpose of why you’re selling your product or service in the...
by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Customer Relationship
Watch the How-to-Video “The Success Letter”. What is vital to your success in getting new leads and referrals, is the subject of the reference letter. It is the agreement that the sold prospect is willing to talk about you. When getting success or reference letters,...
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