“We Will Be Taking Three Bids”

One day as a salesperson sat in front of a buyer at his desk he noticed a price quote from his fiercest competitor out of the corner of his eye. Although it was in plain sight on top of a pile of papers, there was a soda can covering up the dollar amount of the quote....

Unsold Proposal Follow-Up

(Email to prospective customer) “I haven’t heard back from you so I’m assuming one of two things: Either you’re not interested or you’ve been so busy that my texts and emails have fallen through the cracks, like these unfortunate ducklings. I’d really love to...

Earn the Benefit of the Doubt-Part II

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...

Earn the Benefit of the Doubt-Part I

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...

One-Legger Presentations

Salespeople already know that appointments where one of the decision makers is absent from the discussion are called one-legger presentations. I’ve written and spoken early and often that sellers should do everything possible to identify all the players and then make...