All posts by SFC
Reach For Your Shoes and Start Over
By Roger N. Daviston Recently I was riding with a client and after an hour trying to sell a boiler the prospect wanted to “let us know”. I just listened most of the time and soaked it all in. So, what do you do when this happens? What is the next step? What is a […]
Continue readingThe Three Outcomes
By Roger N. Daviston Recently, in one of my Teletraining classes, I asked this question: “If I had a magic wand and could solve anything regarding your current challenges in the sales process, what would it be?” A lot of challenges came up and one in particular was very interesting and causes us to put […]
Continue readingBad Experience Sales Call
By Roger N. Daviston Recently, in one of my TeleTraining classes, a client shared a bad experience that he had on a sales call. See if any of this sounds familiar. Let’s look at the facts: Husband/wife find out they have a cracked heat exchanger from another company – and had a quote from them. […]
Continue readingIt’s Always About Them
By Roger N. Daviston Rule: Opening up a space for the prospect to say “No”… allows more space for the prospect to say “Yes”. In other words, if a salesperson has the courage to embrace “No”, it will give the prospect courage to say “No” if in fact it is a “No”. We spend too […]
Continue readingShoppers and Salespeople
By Roger N. Daviston As I watched the space shuttle burn up over Texas on CNN and their continuous replays of different video and computer animations, my thoughts began to turn to laws of physics, aerodynamics, friction, and gravity. What might have happened? And why? I have always been intrigued with basic laws of nature, […]
Continue readingKnowing Vs. Doing
By Roger N. Daviston I’ve always been intrigued as to why some of my clients could do what I told them to do while others could not. I tell everyone pretty much the same things; some get it and some don’t. Selling, I think, is more about doing than about knowing what to do. Selling […]
Continue readingA Gentle Tongue Can Break A Bone
By Roger N. Daviston By the way, I can’t take credit for the title because it’s Proverbs 25:15, “With patience a ruler can be persuaded, and a gentle tongue can break a bone.” Now how does this relate to selling? You can look at all the research done on the subject of communication and it’s […]
Continue readingRe-Framing The Sales Price
By Roger N. Daviston Coaching clients, whether in a small group or one-on-one, generally brings out similar weaknesses in everybody. I have a group in Colorado and they have difficulty talking about money. And when they do talk about money, they frame it from their own perspective. This, I believe, limits the possibilities because of […]
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