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...
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...
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...
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...
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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