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...
by Wyn Nathan Davis | May 11, 2017 | Selling
Yes, we are all unique and special but we are also predictable – particularly if we have been raised in the same or very similar culture. Selling is about getting people to do what we want. Of course we want a win-win but we still want to win. Understanding how...
by Wyn Nathan Davis | Mar 15, 2017 | Selling
You don’t build a world-class company without world-class people. Steve Jobs was as fanatical about hiring as he was about everything at Apple – it mattered! Recruiting is hard. It’s just finding the needles in the haystack. We do it ourselves and we spend a lot of...
by Wyn Nathan Davis | Feb 10, 2017 | Selling
First rule of selling – don’t turn off your prospect. I have spent my entire work life in sales in client facing roles. Sometimes in client meetings I have had customers that have aired thoughts about politics, religion or many other emotional topics. I have always...
