by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Control
Watch the How-to-Video “What is Positive Control?” Use a high level of Control in your step-by-step sales process. Understand that positive control is YOUR ability to steer your prospect in the right direction, at the same time allowing them to attain a high level of...
by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Contact
Watch the How-to-Video “Doing your Homework”. Make sure that you do your homework well before you make initial contact with a new prospect and that you do this with every prospect from now on. If it was a referral, perform your research by contacting the person that...
by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Confidence
Watch the How-to-Video “Confidence in your Product or Service”. Establish confidence that your product or service is the best, essentially this will allow you to do a great job in the future handling objections. Perform a quick survey on the confidence your clients...
by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Competence
Watch the How-to-Video “Continuous Improvement”. Understand that it’s important that you come across to your client as competent in what you do and the more competent you are the more your sales will increase. Study and do your research on the industry you’re in and...
by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Communication
Watch the How-to-Video “Establishing Agreement”. Before you contact any prospect, be aware that you need to begin the conversation by raising the level of Agreement between the two of you at the very beginning of the sales process. This agreement is their...
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