by Lisa Terrenzi at SELLability | Oct 12, 2019 | blog, Control
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...
by Lisa Terrenzi at SELLability | Oct 7, 2019 | blog, Control
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....
by Lisa Terrenzi at SELLability | Oct 7, 2019 | blog, 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,...
by Lisa Terrenzi at SELLability | Nov 8, 2017 | Control
As a salesperson, it is very common to speak with a prospect that doesn’t automatically open up to you, continue a conversation, openly communicate or answer all of your questions immediately. A salesperson’s success depends on his ability to get and keep the...
by Lisa Terrenzi at SELLability | Aug 11, 2015 | blog, Communication, Control
Every day, salespeople deal with resistance because the sales process is an emotional one. I would like to help mitigate and make less of that resistance and possibly even make the whole sales process enjoyable! Here are a few actions you can adopt, make your own and...
by Lisa Terrenzi at SELLability | Mar 14, 2013 | Control
Try this tip when your prospect is losing interest or seemingly losing enthusiasm for your product or service. Subtly transition to a subject the prospect previously had interest in. For example; a real estate agent might find the prospect’s interest in the...
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