by Doug Robinson | Apr 24, 2017 | Presenting
Several years ago Lanorris, an experienced blue collar sales inspector with a large national company, shared with me his account of responding to a lead in the small town of Americus, Ga., where a frantic homeowner had a face-to-face encounter with swarming termites....
by Doug Robinson | Apr 17, 2017 | Sales Basics
I’ve just got to share another piece from Mark Ford, founder of The Palm Beach Research Group. He’s always great, but as a life-long salesperson this particular newsletter issue really rang my bell. He made so many great points that really need to be heard, that I’m...
by Doug Robinson | Apr 10, 2017 | Sales Basics
Regardless whether you make your living as an inside salesperson, a selling admin, an upselling service tech, a call center sales rep, or an outside residential or commercial seller; proficiency on the telephone is as critical to you as air and water. Phone skills are...
by Doug Robinson | Apr 3, 2017 | Prospecting
Because your job as a salesperson is repetitive when it comes to prospecting, over time you can easily become stuck in a number of comfort zones related to attitudes, techniques, behavior, and performance. If you have read my book, Sell is NOT a Four Letter Word, I...