Blog
Creating Urgency to Speed Up the Sale
1. As an exercise, take a look at any past sales that were supposedly completed and find any that are “stuck” in the sales department. Get the missing sales process steps on each of them completed immediately and move these completed sales out of the sales area to...
How to Handle Referrals from Clients
Sales Management Tips and Tools
Sales in General Tips and Tools
Customer Relationship Tips and Tools
Closing Tips and Tools
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 using any kind of...
Competence Tips and Tools
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 his or her...
Confidence Tips and Tools
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 "reactive"...
Contact Tips and Tools
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 next step? After all...