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...
by Lisa Terrenzi at SELLability | Aug 19, 2019 | blog, Communication
Very early on in any sales cycle, you must establish trust. This is, in fact, the first job of a salesperson. In order to sell to a prospect, you must get them to tell you about their lives, hopes, dreams, and problems—which won’t happen unless they trust you enough...
by Lisa Terrenzi at SELLability | Nov 8, 2017 | Control
As a salesperson, it is very common to speak with a prospect that doesn’t automatically open up to you, continue a conversation, openly communicate or answer all of your questions immediately. A salesperson’s success depends on his ability to get and keep the...
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