by Lisa Terrenzi at SELLability | Jul 2, 2013 | blog
What is the very first question you would ask a prospective client that made the initial contact? Well, prior to asking this question start by asking yourself what you really want to know about this prospect. The key when making first contact is to be really...
by Lisa Terrenzi at SELLability | Jul 2, 2013 | blog
Salespeople work exceptionally hard at prospecting and attempting to qualify the right prospects. This quest for the right client, the time it takes to find them and the stress involved in making that first contact, is the reason why selling can be so difficult for so...
by Lisa Terrenzi at SELLability | Jun 27, 2013 | blog
When talking with salespeople I’m always amazed at the fact that most believe that they “know” why their prospect should buy their product or service. In discussing this further I have found that this is not based on any real understanding of the individual...
by Lisa Terrenzi at SELLability | Jun 25, 2013 | Exercise - Certainty
Is Price a Valid Objection? 1. First, write down all the places you have heard that pricing is a concern or that you should lower your price to get a deal. These could be articles on the web, your uncle George or the news. Consider whether or not the purpose of these...
by Lisa Terrenzi at SELLability | Jun 25, 2013 | Exercise - Certainty
Make Effective Initial Contact In this exercise, work with a partner. This could be a fellow sales team member or sales manager or anyone who is in sales and can be an effective coach for you. Set up the scenario by making you or your partner the salesperson and the...
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