by Lisa Terrenzi at SELLability | May 20, 2014 | blog
This is summed up in one word: “Scarcity”. Scarcity is defined as: The state of being scarce or in short supply; shortage. A lacking, undersupply, insufficiency, scarceness. If there is one thing that can demoralize a sales force faster than anything else,...
by Lisa Terrenzi at SELLability | May 20, 2014 | blog
Denice Duff
by Lisa Terrenzi at SELLability | May 12, 2014 | blog
Don’t Leave Home Without One If there’s one thing guaranteed to amp up a sales presentation, it’s a good demo. In a typical selling situation, you and the prospect do a lot of listening. That’s fine as far as it goes, but we have five senses;...
by Lisa Terrenzi at SELLability | Feb 27, 2014 | Exercise - Contact
Setup: Sit or stand with your partner a comfortable distance apart with any materials or tools you normally use in your sales process. One will start as the coach (acting as a prospect) and the other the salesperson, once the exercise is complete, switch it around and...
by Lisa Terrenzi at SELLability | Nov 9, 2013 | Exercise - Certainty
Understanding your Competition Exercise This exercise focuses on the importance of understanding your competition. Not only how their product or service compares to yours and your level of customer service but what they bring to the table and just as importantly, what...
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