Blog
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...
Train, Drill, Drill, and Drill
In sales, nothing builds confidence like continuously improving your skills. Salespeople who regularly have trouble selling are either missing one or more basics in their sales skill arsenal, or they just don’t practice them enough so that they’ve really “got” them....
Manners in Communication
Manners and communication work hand-in-hand, and in fact, it could be said that one won’t work very well without the other. Just try communicating with bad manners—what you’re trying to say will not get across very well, and if it reaches the other person at all, it’s...