Competence Tips and Tools

by | 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...

Confidence Tips and Tools

by | 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...

Contact Tips and Tools

by | 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...

Control Tips and Tools

by | 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...

Communication Tips and Tools

by | 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...