by Wyn Nathan Davis | Nov 2, 2018 | Selling
Price Objection Lowering price, as a reaction to price objection, is the very worst way to improve business. It strips away profits and turns your business into a commodity. There is not a week goes by that I do not hear the painful problems of salespeople, sales...
by Wyn Nathan Davis | Sep 3, 2018 | Selling
The people who think that sales success is all about numbers know nothing about selling! Sure, if I am digging a ditch and I can dig three feet of dirt an hour, then two people digging a ditch can dig six feet per hour. That is a fact and that is what people are...
by Wyn Nathan Davis | Aug 7, 2018 | Selling
Interruption Based Selling does not work any more – period! Traditional cold calling is still the default approach of too many business people – call centers around the world are filled with rows of salespeople pitching cold. It doesn’t work but too many businesses...
by Wyn Nathan Davis | Jul 21, 2018 | Selling
Rather listen than read? Check out our Spotify. The most powerful perspective in selling is to understand the emotional triggers that cause people to buy. If it is true (and it is) that we buy for emotional reasons and prove with logic then why do most salespeople...
by Wyn Nathan Davis | Jul 14, 2018 | Selling
Struggle with price objections? I have written several articles about price objections and how, in fact, most price objections are not really about price but more about conveying value to the prospect. Whether the price objection is about price or not – it still needs...
by Wyn Nathan Davis | Jun 22, 2018 | Selling
No matter what your profession being seen as a recognized expert will deliver real business success – fast! You can really become a recognized expert in thirty days or less – read on! It does not matter whether you are a lawyer, accountant, plumber, salesperson...
by Wyn Nathan Davis | May 18, 2018 | Selling
I have never been a fan of ‘sales systems’ because the world simply is not full of round holes waiting for round pegs. Selling is a subtle skill and the best salespeople instantly read the situation and use the best fitting sales approach. Why do salespeople feel the...
by Wyn Nathan Davis | Apr 21, 2018 | Selling
Case Study Grow your Business by increasing prices. Business is highly competitive – especially for small businesses. Many businesses find themselves increasing commoditized with regular pressure from customers to cut pricing. Cutting prices usually has the...
by Wyn Nathan Davis | Feb 16, 2018 | Selling
Where the value is clear the decision really is easy, but why is value such a moving target? Imagine that you are given a true life or death choice – your net worth or your life? The choice is easy when you must give everything for even one more day of life. But let’s...
by Wyn Nathan Davis | Jan 19, 2018 | Selling
Lots of people think that all salespeople do is talk. Well, if you have tried your hand at selling then you know that this is not true. Selling is a skill that few can manage effectively. Most salespeople are order takers – which is still work – but without the...
