by Lisa Terrenzi at SELLability | Mar 14, 2013 | Closing
The subject of closing is a difficult one for many salespeople. They get caught up in a “should I close the deal/shouldn’t I close the deal?’ scenario when their own personal doubt sets in. Salespeople who are weak in the area of closing feel that...
by Lisa Terrenzi at SELLability | Mar 14, 2013 | Competence
Risk. It’s the reason why all of us think twice before making a significant purchase. Risk is defined as “the possibility of harm, loss or injury.” The experienced sales professional, the top 5-10% producer, is one who understands that to increase...
by Lisa Terrenzi at SELLability | Mar 14, 2013 | Confidence
When we talk about Confidence at SELLability we talk about the ability to “read” prospects (their true intentions, desires and fears) and understand the immense role human emotions have in the sales process. We refer to these emotional roller-coasters as a...
by Lisa Terrenzi at SELLability | Mar 14, 2013 | Contact
Making an initial contact with a “cold” prospect can be difficult to say the least. But it doesn’t have to be. Assume the viewpoint of the individual you are calling, what would peak their interest, or at the least compel them to want to take the...
by Lisa Terrenzi at SELLability | Mar 14, 2013 | Control
Try this tip when your prospect is losing interest or seemingly losing enthusiasm for your product or service. Subtly transition to a subject the prospect previously had interest in. For example; a real estate agent might find the prospect’s interest in the...
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