by Doug Robinson | Mar 18, 2024 | Proposing
College students at Stanford were asked to share facts with their classmates. When they finished 63% remembered the stories that were told but only 5% remembered the actual statistics that were cited. What’s up with that? The reason storytelling during selling...
by Doug Robinson | Mar 11, 2024 | Assessing
To start this week’s post with a GRIN, the following questions and answers were asked of elementary school students, according to an issue of Reader’s Digest. Teacher: How do we describe an evangelist? Student: Someone who plays the evangelo. Teacher: Why can’t...
by Doug Robinson | Mar 4, 2024 | Sales Basics
Before I connect today’s topic to sales professionals, read these snapshots of four famous individuals from various walks of life that experienced success as a result of being extremely disciplined. + First is the most successful international golfer of all time;...
by Doug Robinson | Feb 26, 2024 | Customer Service
I relocated to Mobile on the beautiful Gulf Coast in the mid 1970’s and lived there for 20 years. One of the first “new words” I learned there was lagniappe. It is a wonderful concept and an ingrained part of the phenomenal culture of the entire region, but most...
by Doug Robinson | Feb 19, 2024 | Prospecting
I’ll begin today’s discussion of testimonials by introducing the term, “herd mentality.” It is defined as “the tendency of the people in a group to think and behave in ways that conform with others in the group rather than as individuals.” This phenomenon occurs in...