by Doug Robinson | Nov 26, 2018 | Sales Basics
I hear salespeople regularly ask for help with prospects who incessantly respond with, “I can get it cheaper from…” The best way for me to respond is to compile a list of nearly 20 quotes for readers of this newsletter from the archives. Start sprinkling some of these...
by Doug Robinson | Nov 19, 2018 | General
Today begins “Thanksgiving Week” in our nation, so this post will be void of selling-related material and strategies. I want to step back from those activities that are important but not urgent and share my attitude of gratitude. I am thankful to be an American. It is...
by Doug Robinson | Nov 12, 2018 | Proposing
If you have not read Part I of this longer-than-usual post, Earn the Benefit of the Doubt; STOP! Go back and read Part I here: https://robinsontrainingsolutions.com/earn-the-benefit-of-the-doubt-part-i/ Once you do I’ll continue and conclude the story. Upon arrival at...
by Doug Robinson | Nov 5, 2018 | Proposing
Selling is a difficult profession regardless what you market. Your job becomes somewhat easier if you learn to break the code to earn the benefit of the doubt with your prospects. Let me share a personal selling experience involving this very principle. As you read...