by Doug Robinson | Mar 4, 2019 | Sales Basics
Regardless what you sell in the residential marketplace, you have no doubt been indoctrinated with lots of features and functions about your service or product. You need all that instruction because prospects make buying decisions because they have carefully...
by Doug Robinson | Jul 9, 2018 | Assessing
I talk a lot about how important it is to conduct an interview to establish a diagnosis to determine the pain points and needs of buyers early in the process. That of course begins with identifying and mirroring your prospect’s temperament, but maybe I haven’t been...
by Doug Robinson | Apr 7, 2015 | Sales Basics
In early March Doug was invited to come to beautiful Knoxville to speak to the Orkin Tennessee Region Spring Kickoff meeting. The meeting room was filled with about 60 high-powered outside sales people and managers, who comprise the most successful regional sales team...
by Doug Robinson | Apr 1, 2015 | Sales Basics
In early March, Doug was invited to come to beautiful Knoxville to speak to the Orkin Tennessee Region Spring Kickoff meeting. The meeting room was filled with about 60 high-powered outside sales people and managers, who comprise the most successful regional sales...
by Doug Robinson | Oct 10, 2014 | Sales Basics
Phone Selling to Blue’s and Yellow’s In Part I we determined there were two functions to master in order to successfully navigate prospect temperaments and behaviors over the phone. The first is to learn to identify which temperament you are speaking with, and the...