Blog
Always Be Contacting
Traditionally the “ABCs” of sales have meant “Always Be Closing.” But as we show throughout our training, literature, and workshops, closing is never the problem. Failed closes come about from neglected sales process steps prior to closing. Therefore, we’d like to...
Getting Your Prospect Talking
A vital part of contacting a prospect, especially a new prospect, is getting them talking. If you neglect this step, you’re not going to make it any further, and you certainly won’t make it to the close. Getting the prospect to talk is done by granting importance to...
Cold Calling: To Do, or Not to Do?
One common method of contact, of course, is cold calling. And if there’s one thing salespeople fear and hate, it’s cold calling! But sometimes you have no choice but to pick up that phone and start calling potential customers. It’s a fact of life, and most of us have...
Communicate Far and Wide
You make money to the degree that you can attract attention to your product or service. You attract attention to the degree you communicate outward, in an ever-widening sphere. Communicate as far as you possibly can…and then keep going. Many social media experts talk...
Where Is Your Attention: On You…or Your Prospect?
By Lisa Terrenzi, CEO, SELLability Our topic this month, for our blogs and newsletter, is Contact—one of the vital “8 Cs” of selling. An important part of contacting is paying attention to your prospect. In training salespeople, one trait I see very often is the...
Positive Control Means a Win-Win
Continuing our series on control, we come to another reason that control is of such vital importance: you won’t reach the win-win of a closed sale without it. First, let’s look at why you’re selling someone a product or service, to begin with. If you’re only doing it...
How Important is Control?
In our blogs this month, we’ve been talking about various aspects of a very important subject in sales: control. Control is the second of the 8 core abilities required to be a top salesperson. Control has negative meanings for some people. They resist control because...
Control Early—Close More
This month’s topic, for our blog and for our newsletter, is control. As noted in our last blog, sales training—today and pretty much since the beginning of time—focuses almost exclusively on closing. Yet this constant focus has not resulted in higher closing ratios....
Defining Real Sales Control
If there’s one factor that sales organizations cry out to have—and that salespeople themselves crave—it is control. That is control over the deal. Control over the prospect. Most of all, control over bringing the deal to a close. What is real sales control? First,...