Blog
The Neurotic Sales Process is Silently Killing Your Bottom Line
Our topic for the newsletter and blogs this month is competence, the 6th “C” of the SELLability 8 C’s of selling. In this article, we’re going to discuss how not to be a neurotic salesperson! We’ve all been there. The end of the sales period—month, quarter, or even...
Company Competence Begins with Internal Trust
The topic for this month is competence, which is the 6th C of the SELLability 8 Cs of selling. One factor of competence is the creation and increase of buyer trust. But guess what? That trust must begin internally—within the company. It has been said by philosophers...
Are you operating at risk?
An Open Letter to CEOs, From SELLability CEO Lisa Terrenzi Dear CEO, Are you operating at risk? This month’s newsletter topic, as well as the topic for all our blogs this month, is competence. It means that your sales team, your marketing team and all the rest of your...
Sales CPR- A Case for Competence
This story is one we hear over and over in our SALES CPR Clinics. Salespeople hate objections or shall we say resist them. When you talk with someone and they are in strong disagreement with you, can you feel it? Even if they do not express the disagreement, you can...
Approach and speak with an appropriate emotion.
There are several facets to confidence, which we are covering in this month’s newsletter and blog posts, and which are fully covered in SELLability training. One component of confidence is being able to look at a person, talk to them a little bit, and be able to make...
What Do Customers Buy?
When prospects buy, what exactly is it that they’re buying? You might answer, “My product!” or “My service!” To a large degree, that’s true; otherwise, they wouldn’t be interested at all. Something about your product or service is solving a problem for them, providing...
Learning to Observe
by Nick Terrenzi An essential key to sales confidence, and a vital part of life in general, is learning to observe. Perhaps the biggest mistake anyone can make when it comes to dealing with any issue or problem is just not looking. Much of the time, when you take the...
The Scale of Confidence
by Nick Terrenzi Confidence—the 5th “C” of the SELLability 8 C’s of selling. Did you know that there is a “scale of confidence”? It goes from the top, where a salesperson is totally confident and willing to sell anything to anybody, all the way down to the point where...
Sales CPR – Confidence
In reviewing this month's Sales CPR as it relates to Confidence, I would like to point out that simplicity is key. Sometimes as sales professionals and executives we can “overthink” the problem. What gives a salesperson confidence? What gives us confidence in any...