What Do Customers Buy?

by | Feb 4, 2020 | blog, Confidence

When prospects buy, what exactly is it that they’re buying? You might answer, “My product!” or “My service!” To a large degree, that’s true; otherwise, they wouldn’t be interested at all. Something about your product or service is solving a problem for them, providing...

Learning to Observe

by | Feb 4, 2020 | blog, Certainty

by Nick Terrenzi An essential key to sales confidence, and a vital part of life in general, is learning to observe. Perhaps the biggest mistake anyone can make when it comes to dealing with any issue or problem is just not looking. Much of the time, when you take the...

The Scale of Confidence

by | Feb 4, 2020 | blog, Confidence

by Nick Terrenzi Confidence—the 5th “C” of the SELLability 8 C’s of selling. Did you know that there is a “scale of confidence”? It goes from the top, where a salesperson is totally confident and willing to sell anything to anybody, all the way down to the point where...

Sales CPR – Confidence

by | Feb 4, 2020 | blog

In reviewing this month’s Sales CPR as it relates to Confidence, I would like to point out that simplicity is key. Sometimes as sales professionals and executives we can “overthink” the problem. What gives a salesperson confidence? What gives us confidence in...

Train, Drill, Drill, and Drill

by | Feb 4, 2020 | blog, Confidence

In sales, nothing builds confidence like continuously improving your skills. Salespeople who regularly have trouble selling are either missing one or more basics in their sales skill arsenal, or they just don’t practice them enough so that they’ve really “got” them....