by Doug Robinson | Jan 27, 2020 | Sales Basics
It’s quite normal for salespeople to become frustrated when their prospects are casual about moving forward. You’ve got to focus on more than the weather to stir folks to action. Today I’ll provide two suggestions to create off-season urgency and they revolve around...
by Doug Robinson | Jan 20, 2020 | Prospecting
107,918 foster children are eligible for adoption. That number has remained roughly consistent for the past five years. Before you become alarmed and stop reading, take a breath. I’m not suggesting that you literally adopt foster children (although that would be a...
by Doug Robinson | Jan 13, 2020 | Assessing
Salespeople are constantly told to build more value in order to differentiate their products and services from competitors. A swing and a miss happens here when sellers jump in and rattle off features and benefits, even good ones. What is missing is establishing what...
by Doug Robinson | Jan 6, 2020 | Sales Basics
Where are your residential and commercial salespeople, selling technicians, and phone selling/call center employees receiving instruction and coaching on critical topics like Goal Setting … Buyer Temperaments … Off-season Appointment Setting …...