by Wyn Nathan Davis | Nov 10, 2018 | Selling
Yes, let the prospect write the pitch! It does not matter if you pitch on the telephone, in an elevator, in a face-to-face meeting or at a networking meeting. Most salespeople spend hours writing a script that they push onto prospects. We can see these pitches coming...
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...
