Blog
Selling with Certainty: Handling Objections
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...
Preparation—The Certainty in Sales
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...
Discovering and Developing REAL Buyer Interest
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...
Certainty and the Sales Process
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...
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...