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Know What the Client is Thinking

by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Closing

Watch the How-to-Video “What the Client is Thinking”. Realize that it’s important to find out what the client is thinking and how their viewpoint relates to the closing process. Stop assuming that you know what the client is thinking, needs or wants, as this prevents...

Learn to Welcome (Embrace) Objections

by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Certainty

Watch the How-to-Video “Welcoming Objections”. Realize that when you stop resisting objections and start embracing them, you not only get into better communication with your prospect, you encourage the opportunity to address the subject in greater detail. Your...

Are you Making the Case for your Product or Service?

by Lisa Terrenzi at SELLability | Feb 16, 2013 | blog

On a recent Saturday morning I spent an hour of my time at my local Best Buy electronics superstore. I was there to continue my quest to find the perfect laptop. I was hoping to find one that fit the size, memory, speed and price point requirements that buyers like me...

The Single Defining Trait of the Exceptional Salesperson

by Lisa Terrenzi at SELLability | Feb 16, 2013 | blog

What single defining trait separates the consistently exceptional salesperson from the rest of the pack? The highest producing salespeople have a myriad of talents that the less inclined lack. A greater level of enthusiasm and motivation, better organization and...

Give Your Prospect More Options and Close More Deals

by Lisa Terrenzi at SELLability | Feb 16, 2013 | blog

Ever notice how our lives are immersed in the influences of three? In life: Past, present, future – carbs, protein, fat. In Religion: The Father, The Son and The Holy Ghost. In Fairy tales: The three bears, three wishes and the three little pigs. In advertising:...
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  • Our focus is on delivering solutions that enable more of the “lower 80%” (as in the 80/20 law which states that the top 20% of salespeople account for 80% of sales) to perform well above average productivity levels. Find out what the total cost is to get the qualified lead is, convert it to a sale and deliver the product or service to the customer. Once you have all of this information clearly understood you will know whether your sales exceeds your operational costs and income.
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