Blog Posts - Page 15 of 15 - The Daviston Group

Bad 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. […]

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It’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 […]

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Shoppers 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, […]

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Knowing 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 […]

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A 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 […]

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Re-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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