by Lisa Terrenzi at SELLability | Mar 13, 2013 | Communication
Here’s a tip that will get you off to a better start in your next prospect meeting. Start an informative dialogue with your new prospect immediately by asking questions that drive to the heart of their interest. Let’s take for example a meeting with a...
by Lisa Terrenzi at SELLability | Mar 5, 2013 | Certainty
The initial stages of any presentation are vital to your overall success in sales. Great salespeople know this and take the time in the early stages to set the ground-work to establish if this particular prospect is interested enough and qualified enough to move...
by Lisa Terrenzi at SELLability | Feb 21, 2013 | Contact
Money or Budget The first thing, and many times the only thing salespeople worry about, is whether or not the customer has the money or the budget. While this is an extremely important part of the qualifying process, we would first ask you, the salesperson, a few...
by Lisa Terrenzi at SELLability | Feb 18, 2013 | Control
Are you steering your prospect in the right direction, or is the prospect steering you? The last house my family sold was in 2009. It was an investment property we had purchased several years earlier, remodeled, and placed back on the market. My wife and I were, as...
by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Sales Mgmnt
Watch the How-to-Video “Rewarding Production”. Implement a system that rewards production and results. The recognition factor is incredibly motivating for salespeople, beyond the monetary rewards that comes with only paying commissions. Implement a reward system where...
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