by Lisa Terrenzi at SELLability | Oct 12, 2019 | blog, Control
Continuing our series on control, we come to another reason that control is of such vital importance: you won’t reach the win-win of a closed sale without it. First, let’s look at why you’re selling someone a product or service, to begin with. If you’re only doing it...
by Lisa Terrenzi at SELLability | Oct 7, 2019 | blog
In our blogs this month, we’ve been talking about various aspects of a very important subject in sales: control. Control is the second of the 8 core abilities required to be a top salesperson. Control has negative meanings for some people. They resist control because...
by Lisa Terrenzi at SELLability | Oct 7, 2019 | blog, Control
This month’s topic, for our blog and for our newsletter, is control. As noted in our last blog, sales training—today and pretty much since the beginning of time—focuses almost exclusively on closing. Yet this constant focus has not resulted in higher closing ratios....
by Lisa Terrenzi at SELLability | Oct 7, 2019 | blog, Control
If there’s one factor that sales organizations cry out to have—and that salespeople themselves crave—it is control. That is control over the deal. Control over the prospect. Most of all, control over bringing the deal to a close. What is real sales control? First,...
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