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Archives for November 2018

“I Can Get It Cheaper From…”

Posted on 11.26.18 | Doug Robinson | 1 Comment

Photo credit-signtronix.com

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 into your presentations and proposals and see if they don’t help your effort.

⇒”It is unwise to pay too much, but it is worse to pay too little. When you pay too much, you lose a little money; that is all. When you pay too little you sometimes lose everything, because the thing you bought was incapable of doing the thing it was bought to do. The common law of business prohibits paying a little and getting a lot. It just can’t be done.”

⇒“There is hardly anything in the world that some man cannot make a little worse and sell a little cheaper, and the people who consider price only are this man’s lawful prey.”

⇒“Would you order a steak from a restaurant menu that only costs $3?”

⇒“If you think it’s expensive to hire a professional, wait until you hire an amateur.”

⇒“Good quality is cheap; it’s poor quality that is expensive.”

⇒“The bitterness of poor quality and service is remembered long after the sweetness of a low price has faded from memory.”

⇒“We offer three kinds of service: ‘GOOD-CHEAP-FAST; You Can Pick Any Two.’ Good service cheap won’t be fast. Good service fast won’t be cheap. Fast service cheap won’t be good.”

⇒”Buying quality items is one of my top ways to save money. Paying more upfront for an item that lasts longer makes financial sense.”

⇒”Overall, I tend to spend more on items to get better quality, more comfort, and extra longevity and durability.” The upfront costs might be higher, but over time, a more expensive purchase can pay dividends by serving you better and lasting longer.”

⇒“Being frugal doesn’t just mean saving money—it means spending your money wisely. That also means some things may be cheap now, but actually cost you more in the long run, while other times it makes sense to spend more now for a better, longer-lasting experience.”

Photo credit-hinthacks.com

⇒“I tend to go for the cheap things when it comes to things I don’t care about, or when it comes to things that are of comparative quality regardless of price. For things that vary greatly in quality, I tend to come down on buying the quality item instead. After all, just because something is cheap, doesn’t necessarily mean that it’s frugal. If the cheaper item wears out before it’s time you’re going to be spending more money to replace it.”

⇒”When you do find companies that make quality products and support this mindset, invest in them. It shouldn’t be difficult—many are proud of their commitment to quality, even if it means their prices are a little higher. Companies that generally put quality first are usually proud to say it, and their customers are usually proud to back the statement up.”

⇒“Good work ain’t cheap, cheap work ain’t good.”

⇒“Where quality is the thing sought after, the thing of supreme quality is cheap, whatever price one has to pay for it.”

⇒“Buy best and you’ll only cry once.”

⇒“I’m not so rich that I buy cheap things.”

⇒“Quality is never an accident. It is always the result of intelligent effort.”

⇒“Quality, quality, quality: never waver from it, even when you don’t see how you can afford to keep it up. When you compromise, you become a commodity and then you die.”

 

 

 

 

 

 

 


————I’m Flattered————

In response to last week’s Thanksgiving post, I received this from Mike Jones-Rollins Region Mgr.:

“Happy Thanksgiving Mr. Robinson! I am thankful for people like you in my life that have been great examples and mentored me. Thank you Doug!”

Get to know Doug here.

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©2018 Robinson Training Solutions, LLC  

My Attitude of Gratitude

Posted on 11.19.18 | Doug Robinson | Leave a Comment

Thanksgiving Season

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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 great to be a citizen of a nation that allows me to proclaim a message like the one I’m publishing today. With all our “warts” Ronald Reagan was right when he said, “America is a shining city upon a hill whose beacon light guides freedom-loving people everywhere.” Although being born here was none of my doing, I feel extremely blessed to partake in American exceptionalism.

I am thankful for generations of Robinsons’, originating in Great Britain, who understood they were the handiwork of the Creator. My attitude of gratitude extends back through all those generations who held fast to spiritual truth. This ensured that those embers remained hot and bright for me to experience. The Apostle Paul was certainly correct when he wrote; I couldn’t be surer of my ground—the One I’ve trusted in can take care of what He’s trusted me to do right to the end.

I am thankful for physical health although I’m a heart attack and a prostate cancer survivor. For His purposes I’ve been allowed to survive these events. I am blessed at age 69 to be able to walk 10-12 miles every week as my exercise regimen to stay physically active.

I am thankful for stable mental health and reasonable intelligence, along with the gift  of written and oral communication. This is attested to by thousands of salespeople who read my written words or attend my online workshops. I recognize I’m incapable of even drawing a breath by myself, therefore my attitude of gratitude extends to these gifts. I plan to ‘burn out rather than rust out’ as long as I am able.

I am thankful for my wife of 40 years for loving me, even when she doesn’t like me. She is an awesome partner, mother, and grandmother. Three months ago she was diagnosed with uterine/endometrial cancer and is currently receiving chemo following major surgery. I am currently functioning as her caregiver, but she deserves so much better. By the time she finishes her treatment and Christmas rolls around, my attitude of gratitude will certainly be evident through her renewed health. I can’t wait to see her sweet smile return once again.

I am thankful for my children, now adults with families of their own. They are all physically, mentally, and emotionally healthy, for which I take no credit. All four, ages 35 to 45, have earned college degrees and hold responsible occupations. To turn out as well as they have is proof once again that grace has been at work. I sure am thankful and proud of who they have become and the families they have built.

I am thankful for my six grandchildren, Alexandra, Cameron, Cade, Colton, Jackson, and Emery, ranging from age 16 to 5. If I had known they were going to be so much fun, I would have skipped the kids and had them first! My attitude of gratitude definitely applies for their physical, mental, and emotional characteristics.

I am thankful for solid finances. Over 35 years ago a mentor taught me the principles of financial independence. Because of this and my awesome spouse, we are completely debt free. This enables us to give generously to causes and organizations we believe in, while maintaining ample resources for our retirement.

I am thankful for my role as a semi-retired sales training coach and author. I very much enjoy working with salespeople and passing on tips, techniques, and attitudes I’ve learned over the past 45 years. There is a solid feeling of accomplishment to witness improvement in the performance of those I coach.

I am thankful for my spiritual life. When all is said and done this is the only aspect of life that will endure. I’m fortunate for my exposure to many mature Christians who have modeled a true relationship with God rather than just “religion without reality.” I responded to what I experienced by placing my trust in Him and His promises, which are available to all who will believe and trust in Him. As a result I am confident in spending eternity with Him when He decides my life here on earth is finished.

What are you thankful for? Try sneaking off to a quiet place for a few minutes this week and think about the things that will trigger your attitude of gratitude. HAPPY THANKSGIVING!

Riches and glory come from You, You’re ruler over all. You hold strength and power in the palm of Your hand to build up and strengthen all. And here we are, O God, our God, giving thanks to You, praising Your splendid name. 1 Chronicles 29:12-13

Give Thanks To The Lord

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————Berta is Thankful for Me! ————

“I appreciate the knowledge and advice you share that inspires me to improve.” Berta Britton, CIC Personal Lines, East Ellijay, Ga. Look HERE to help you understand what she means

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©2018 Robinson Training Solutions, LLC  

Earn the Benefit of the Doubt-Part II

Posted on 11.12.18 | Doug Robinson | Leave a Comment

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 their home Mrs. Car Buyer came outside and immediately commented that she really liked the car, saying that it looked new. She immediately said, “Let’s take a drive.” I got into the passenger front seat and off we went. I mentally identified her as an extrovert, so I wanted to remind her the car was an LX trim package. She needed to realize why the vehicle did not have every available bell-and-whistle.

I was glad I did, as she began a non-stop interrogation. Some were “How do I…” questions and others were “Does it have…” questions. I patiently demonstrated how to operate, engage, open and close everything she asked about. When her preface was “Does it have…” I reminded her again it was an LX and wasn’t equipped with that. This Q&A session continued for the entire 30 minutes we were on the road. Finally she pulled back into her driveway, smiled at Mr. CB and told him she really liked my car. Although he wasn’t thrilled with her outward emotion, she verbalized that it was the nicest one they had seen.

He thanked me for my willingness to spend time with them. He also told me they would sleep on it and get back with me the next day. Before I could finish telling him that was fine, she interjected asking if I would hold it for them. I simply responded saying I couldn’t do that. He chimed in that a car like this wouldn’t last long and that he understood they needed to decide quickly.

Here are the results

Mr. CB did call the next morning saying they wanted to buy the car and would pay my asking price. (BOOM!) He asked me to meet him at his bank with a bill of sale and the title. Oddly, we banked at the same place so he simply transferred the funds from his account to mine. I signed both the documents and our deal was completed. On the way out the door he smiled and said I should do that for a living. I smiled back and thanked him for the kind words.

 

 

 

 

 

 

 

 

Let’s compare notes and see if you noticed what I believe helped earn the benefit of the doubt:

  • After paying for detailing, I went back and still touched up minute things that most people would never notice. This helps remove the tendency of a buyer telling himself he will offer less than asking price because of…
  • Asking several diagnosis and timetable questions on the front end helped me determine the seriousness and quality of Mr. CB.
  • I went above and beyond by not only mentioning that service records were available, but by including copies. These were in chronological order with a typed recap, kept in the vehicle for viewing. You might say, “Seriously,” but I simply ask, “Do you seriously want to get your asking price?”
  • A Carfax report to verify everything I said, as I wouldn’t expect buyers to believe my statements.
  • A printed KBB pricing report for a private party sale, so buyers knew how I came up with the asking price, which was set in the middle of their suggested range.
  • Photos of everything conceivable, beyond what is expected. Seeing is believing and helps remove doubt.
  • The description did not simply list features, like a window sticker, but included logical and emotional benefits. These helped to personalize the vehicle for potential buyers.
  • Absence of any hard selling actions, coupled with confidence that I knew my vehicle was a premium offering.
  • My willingness to “go the extra mile” by investing time and effort to satisfy potential buyers questions and curiosity.

I suggest you apply these principles to what you sell to help you earn the benefit of the doubt. When you do there will be fewer objections, stalls, and awkward questions, leading to more closed sales; sooner.

————My Pleasure————

“Thank you Doug for all your hard work in helping all of us become more successful. You are such a wonderful asset. To be able to count you among my friends makes you even more valuable.” Tony Iverson, Combo Sales Manager, A.C.E., Salt Lake City

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©2018 Robinson Training Solutions, LLC  

Earn the Benefit of the Doubt-Part I

Posted on 11.05.18 | Doug Robinson | Leave a Comment

Photo credit-http://wp.me/pIhhX-9Co

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 this unfolding story highlight the things you notice that might earn the benefit of the doubt.

Recently one of our neighbors died, leaving behind a legally blind widow. After the funeral when we asked Sue how we could help, she smiled and asked us to sell their car. It was a mid-size SUV similar to one of my vehicles. It was four years old, in pristine condition with only 15K miles on the odometer. Mine was five years old with 75K miles. Long story short I decided to buy her’s and Sue and I were both thrilled. Now I was the guy who needed to sell a car.

Here’s my strategy

That process began with a detailing job, although the car was garage-kept and normally very clean. The next step was staging a series of photos of the car, not 7 or 10, but 19. I snapped them from every angle, inside and out, making sure of no glare or shadows. One pic even showed an open manila folder of the service records with a typed chronological recap from the day I bought the car.

I wrote a short description of the vehicle and included why it was for sale and the fact that it had no mechanical issues. This bio, confirmed an accident-free history, verified by a Carfax report. It also stated the car was a non-smoking vehicle that always garage-kept. I also printed the KBB private party pricing report, which I used to set the asking price. An ad was then placed on Craigslist, Cars.com, and Facebook Marketplace, consisting of all this information.

The very next day I got a call from a man who asked if the car was still available. He wanted to see it ‘as soon as possible,’ so we agreed to meet 30 minutes later at a neutral site. I made sure the service record folder was in the passenger seat as I backed out of my garage.

Mr. Car Buyer’s first words were, “After seeing your online ad and now the car, I’m curious to know if you are a car salesman.” I responded with, “Today I am.” He smiled and began a walk-around to size up the vehicle. He stated he was looking for a car for his wife and this nameplate was one she liked. I then asked several questions to gauge their seriousness and timetable for purchasing. His answers quickly convinced me he was prepared to buy as soon as the right vehicle came along.

He told me he was 63 years old and had never seen a used car for sale with the level of transparency for potential buyers as this one. Following that he added that he had also never seen a car as clean inside and out as mine. After one look at the service recap I compiled he only said one word, “Wow.” When he noticed the name of the automotive shop I use he smiled again saying, “I use them for my vehicles too.”

I held out the key for him to drive it and he said that wasn’t necessary. He stated that it checked all of his boxes and that his wife needed to see and drive it. Before I could say anything else he asked if I could follow him home for that purpose. I agreed and he immediately called her to say we were on the way.

Next time in Part II I’ll finish the story and compare notes with you to earn the benefit of the doubt.

——————-Recommended Link———————–

How long has it been since you holed up for a while and read part of a book that would increase your income, but was also enjoyable? I thought so. Well take your bad self to my online man cave and check this out!

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©2018 Robinson Training Solutions, LLC  


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Look Who’s Talking …

Doug is a passionate and motivated sales leader. He understands the day to day grind that sales people constantly endure. Doug creatively presents the sales process in a simple, engaging manner in his book “Sell is NOT a Four Letter Word.” He takes you back to the focus on selling through his stories, ideas, and “Dougisms.” This book is great for everyone; those just getting started in sales, sales veterans, sales managers, and business owners that are serious about their sales teams growing and progressing. After reading this book you will be saying “Aha” and making lots of sales!
Juliana Pfeifer-Charleston, S.C.

I am a PC route technician and want you to know I just started reading your book and am finding it to be very motivating and useful. I have only read 15 pages so far but it’s like a hand pulling me out of the sales rut I have been stuck in. It truly helped me this evening, and I ended up selling over $1,000 of pest control for the day. I want to thank you for your words of wisdom and I’m excited to find the other secrets within the book!
Zach Shaw – Sikeston, Mo.

Filled with what the author calls “Doug-isms,” “$ell Is NOT a Four Letter Word” takes a unique approach in providing the “golden nuggets” of sales training with today’s salesperson in mind. Separated into eight separate chapters (titled “Enthusing,” “Essentializing,” “Engaging,” “Exploring,” “Elaborating,” “Encountering,” “Executing” and “Expanding”), “$ell” includes 116 two-or three-page standalone segments that each offers a tidbit that exposes an element of the sales game.
Carlton Fletcher-Albany, Ga.

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