by Lisa Terrenzi at SELLability | Jan 10, 2020 | blog, Sales Management
Planning Effective executives always have a bigger picture in mind articulated in the form of a strategic plan. The broad actions listed in the strategic plan are then broken down into smaller more focused targets within a tactical plan. From the tactical, even...
by Lisa Terrenzi at SELLability | Dec 18, 2019 | blog, Confidence
A primary factor for sales confidence is knowledge—knowledge about your product or service, knowledge about your prospect, knowledge about your prospect’s company, and knowledge about your prospect’s industry or market. As they say, knowledge is power, and in the case...
by Lisa Terrenzi at SELLability | Dec 4, 2019 | blog, Certainty
One of the benefits of certainty, and one way you can spot it is the overcoming of objections. By the time most products or services have been around for very long, the common objections encountered in selling them have usually been encountered enough times that a...
by Lisa Terrenzi at SELLability | Dec 3, 2019 | blog, Certainty
by Nick Terrenzi A very basic element in certainty is preparation, which is what provides you certainty in the first place. Before Anything Before you make the first contact in a sale, you must prepare by researching your prospect and finding out everything you can...
by Lisa Terrenzi at SELLability | Dec 3, 2019 | blog, Certainty
If you assume you know something and you are wrong, you lose the sale by Lisa Terrenzi Our topic for this month is certainty, and a vital part of sales certainty is the skill of discovering and developing real buyer interest. How is this done? The first major step is...
by Lisa Terrenzi at SELLability | Dec 3, 2019 | blog, Certainty
by Lisa Terrenzi, CEO It, of course, takes certainty to bring a prospect through to a close—and that certainty is rooted in the discipline of the sales process. Certainty of the sales process is quite important. In fact, there has never been an instance in which I...
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