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,...
by Lisa Terrenzi at SELLability | Aug 19, 2019 | blog, Communication
By Nick Terrenzi When speaking on the topic of communication, I am often asked this question: “Has modern technology improved communication skills?” More recent generations grew up with this technology—are their communications skills better as a result? My generation...
by Lisa Terrenzi at SELLability | Aug 19, 2019 | blog, Communication
For many years, there has been a lack of sales training in certain key areas. Just look at the amount (in millions) that the company spends on sales training each year, mainly on checkout. If such training is effective, then we will definitely finish the course more...
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