Bending the Curve in Selling Conversations

Less than two months ago you were making sales calls as you always have. Today you face an unfamiliar selling environment where many of the old rules no longer apply. You are now attempting to sell during a global pandemic and a struggling economy. If you continue to...

Doug’s Podcast Media Network Interview

Today’s edition of Selling Point highlights Doug Robinson’s informative book, Sell is NOT a Four Letter Word. The 116 short but relevant topics in this publication are being used regularly in sales meetings by blue collar services companies in multiple...

Differentiate

Webster’s dictionary says to differentiate is simply to become distinct or different. Here’s a story to help you get a picture of what this looks like in the wild. When most folks are out in public they usually ignore the panhandlers. They just look down or away and...

Coaching Has Limitations

If you’re an NFL fan, last night was the pinnacle of your season as the Chiefs came from behind to beat the 49’ers in Super Bowl LIV in Miami. This annual finale to the NFL season dates back to January 1967, six months prior to my graduation from high school....

Create Off-Season Urgency

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...

2020 DIY Sales Training to Investigate

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 …...