SELLability is a division of SELLability Technologies, based in Montrose, California, USA.
Our focus as a sales training organization is on delivering solutions that enable more of the “lower 80%” (as in the 20/80 law which states that the top 20% of salespeople account for 80% of sales) to perform well above average productivity levels.
We introduced Core Ability Sales Training™ (also known as the CAST System™) after many years of personal sales application in the field and by analyzing the results of other top performing salespeople, resulting in a complete state-of-the-art sales technology that sets a new standard in selling.
Lisa has helped hundreds of CEOs and high-level executives to go from “trying to figure things out” to achieving their dreams.
Inc 500 CEO, Executive, Consultant & Strategic Alliance expert with 31 years’ experience. creating lasting relationships, closing lucrative deals and helping executives achieve their dreams.
Lisa Terrenzi is known for her exemplary strategy and leadership skills, extraordinary ability to find the exact right whys to organizational barriers, and has a results-oriented approach to everything she does.
She was recognized as a “Leading CEO” in the Technology world – alongside other famous women CEOs like Carly Fiorina at HP and Meg Whitman of eBay.
Cross-disciplined in several key functional areas which drive profitability, including extensive experience brokering and managing extremely large strategic alliance deals, managing both direct and channel PR, Marketing and sales in OEM, Volume License, and consumer on-line and personnel competency, productivity and specializes in getting the right people in the right positions as well as long term apprenticeships.
Lisa excelled as a 21-year company veteran and recognized authority in the software industry. As the CEO of Diskeeper Corporation, she led the company to its highest-ever revenues in its 28-year history, obtaining 11 highest ever revenue years overall.
She has extensive business, leadership, and both large strategic alliance and sales experience.
She has worked with million- and billion-dollar companies such as Microsoft, Hewlett Packard, Dell, Lenovo, Acer, Asus, AMD, Samsung, PWC as well as small to medium businesses in just about every vertical market including medical, dentistry, and chiropractic.
She has helped hundreds of CEOs and high-level executives to go from “trying to figure things out” to achieve their dreams.
She has a love for technology, having overseen the research and development of many successful projects, including implementing systems that cut the development time in half while eliminating most programmer errors, and has a knack for bringing the developers into communication with the management team.
Lisa has been married for 28 years and has three incredible children.
But what is a Core Ability?
We define Core as meaning “a central part” and Ability as “competence in doing, a skill.”
Core Ability Sales Training is the foundation that provides the vital skills necessary for success that are sadly lacking in today’s sales training. It also provides the necessary foundation that allows any company’s sales methodology to be properly assimilated and applied as never before.
SELLability’s CAST System ™ is based on 8 Core Abilities – abilities that every salesperson must master in order to become a champion in sales.
We call them the 8C’s of Selling™. They encompass the following Core Abilities:
Communication, Control, Contacting (lead generation), Certainty, Confidence, Competence, Closing and Customer Relationship. All are explained in greater detail below.
If you want to find out how you’re doing in these 8 areas, take the FREE Sales Skills Assessment today by clicking on the link below.
What are these 8 Core Abilities about and why do you really need them?
We created a complete technology designed to train you thoroughly in all 8 areas.
Here is an overview to give you an idea of what you should expect to master at the end of your training:
The main barrier to success in selling isn’t a lack of understanding of closing techniques or simply the ability to listen, it’s much more fundamental. It is the ability to get the prospect to talk (after all, what prospective buyer will ever tell a salesperson they don’t trust their true feelings and concerns?) and to then, through a better understanding of human relationships, help change the prospect’s mind.
This is the ability to positively steer your client in the right direction. This includes assertiveness and involves the discipline necessary to successfully present your product or service using a pre-determined sales process. Selling successfully isn’t about “winging it” and hoping for the best. What the majority of salespeople do not understand is that most buyers love, even crave, positive control.
Finding prospects is one thing. Finding qualified prospects is another. Talk to salespeople and many will tell you that the only problem they have in selling is finding qualified prospects. That may be the case or not, but regardless, difficulty prospecting is an issue we believe the majority can and must overcome.
This is what “buyer’s buy.” Certainty is an attribute that forms the very foundation of success in any profession. Ever see a sports icon win a game, match or tournament without certainty? This is the salesperson that is totally proficient in product knowledge, the sales process and objection handling.
What some would refer to as an intangible characteristic is actually one of the most tangible of all. Prospects sense it; they are encouraged to buy from you because of it. Confidence stems from the ability to “read” a prospect well and the understanding that the buying process is emotionally driven.
Today’s buyers many times know as much and sometimes more about the product or service than the salespeople they meet. This shouldn’t always be. An uneducated salesperson is his or her own worst enemy. When that same salesperson has an added understanding of everything from marketing, the ‘unique selling proposition’ that is central to any business success, time management, forecasting, quota attainment and buyer behavior, they attain a new level of competence.
We all know the ability to close the deal is paramount to achieving your goals. But how many know that the close is not a magic formula or a technique designed to beat a prospect into submission, but rather the culmination of all the successful actions taken prior to this next-to-final step. Closing is a learned ability; it’s where real salesmanship occurs.
Ultimately we believe that “selling is an exchange where both parties win.” This final stage involves the crucial delivery stage of your product or service. It’s also where the buying cycle begins all over again, after all the better the “exchange” the more your new client will make the decision to not only retain your services but insist on referring you to others.