by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Competence
Watch the How-to-Video “Continuous Improvement”. Understand that it’s important that you come across to your client as competent in what you do and the more competent you are the more your sales will increase. Study and do your research on the industry you’re in and...
by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Communication
Watch the How-to-Video “Establishing Agreement”. Before you contact any prospect, be aware that you need to begin the conversation by raising the level of Agreement between the two of you at the very beginning of the sales process. This agreement is their...
by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Closing
Watch the How-to-Video “What the Client is Thinking”. Realize that it’s important to find out what the client is thinking and how their viewpoint relates to the closing process. Stop assuming that you know what the client is thinking, needs or wants, as this prevents...
by Lisa Terrenzi at SELLability | Feb 18, 2013 | Exercise - Certainty
Watch the How-to-Video “Welcoming Objections”. Realize that when you stop resisting objections and start embracing them, you not only get into better communication with your prospect, you encourage the opportunity to address the subject in greater detail. Your...
by Lisa Terrenzi at SELLability | Feb 16, 2013 | blog
On a recent Saturday morning I spent an hour of my time at my local Best Buy electronics superstore. I was there to continue my quest to find the perfect laptop. I was hoping to find one that fit the size, memory, speed and price point requirements that buyers like me...
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