Don’t Leave Your Sales Success to Chance

by | Apr 27, 2020 | Assessing

His request approved, the RNN photographer called the local airport to charter a flight. He was told a Cessna 172 would be waiting, and on arrival at the airfield, he spotted one warming up. Carrying his leather bag, he jumped in, slammed the door and quickly blurted,...

Why Do Prospects Tell Me NO?

by | Aug 26, 2019 | Roadblocks

About five years ago my wife and I were watching TV when a commercial appeared for a brand-name water filtering system where not one word was spoken. In pantomime fashion, a guy poured like amounts of red wine into two containers of water and then ran them through...

Dynamic Duo of Disappointments

by | Mar 18, 2019 | Assessing

If you were to ask me to name the top two deal killers for residential salespeople I would immediately respond with one legger appointments and folks needing to think about it. These are the dynamic duo of disappointments. Often, the training and coaching received for...

One-Legger Presentations

by | Sep 17, 2018 | Proposing

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...

Want to Sharpen Your Communication Skills?

by | May 1, 2017 | Sales Basics

In September 2014 Doug spoke to the West Virginia Pest Control Owners Association, at their annual meeting in Morgantown. He borrowed the famous line from the movie Cool Hand Luke as the title for his keynote address. As a subscriber, you’re in for a real treat this...