by Lisa Terrenzi at SELLability | Sep 24, 2013 | Exercise - Control
1. Make a list of the different types of prospects you will talk to. Note: Business owners, managers, marketing directors, assistants, representatives, public etc. 2. Adopt the viewpoint of your prospects. a) Look through your list again and find your most common...
by Lisa Terrenzi at SELLability | Sep 20, 2013 | Exercise - Contact
Scenario: You’ve worked very hard to sell your product or service to the initial contact or representative of the prospective company, but unfortunately you don’t have direct access to the final decision maker (or board). 00. In this exercise, work with a...
by Lisa Terrenzi at SELLability | Sep 20, 2013 | Exercise - Communication
The purpose of this exercise is to practice the initial communication with the prospect. This may seem unnatural or challenging to some. What do you talk about? Where do you start? This drill is intended to eliminate any questions or doubts and get one used to really...
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