by Doug Robinson | Nov 27, 2023 | Roadblocks
“NO,” in all the different forms it comes in, can easily crush salespeople. Frankly many sellers are outright petrified by the fear of rejection occurring before it even happens. Experts tell us that the three biggest fears are death, abandonment, and failure. But if...
by Doug Robinson | Feb 27, 2023 | Sales Management
In 1958, the Green Bay Packers finished their season, 1-10-1, although the team roster contained five future Hall of Fame inductees. Vince Lombardi became head coach in 1959 and at his first team meeting his first words were, “Gentlemen this is a football,” as he held...
by Doug Robinson | Jan 9, 2023 | Prospecting
Have you ever had to say, “I wasn’t prepared for that;” or “I didn’t see that coming?” I see you nodding your head up and down, using the universal sign for yes, because unexpected situations and circumstances pop up like whack-a-moles on an all-to-regular basis....
by Doug Robinson | Dec 27, 2017 | Prospecting
Have you ever had to say, “I wasn’t prepared for that;” or “I didn’t see that coming?” I see you nodding your head up and down, using the universal sign for yes, because unexpected situations and circumstances pop up like whack-a-moles on an all-to-regular basis....
by Doug Robinson | Jun 13, 2016 | Presenting
Salespeople are trained to convey facts about what they sell, and they are commonly referred to as “cold” and “hard”, but they are neither. Certainly facts have their place but they don’t evoke emotion in buyers. You will be more successful in moving prospects and...