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Kevin Davis - ArticlesPrior to starting his training firm, Kevin was a sales representative, account executive, sales manager, and district general manager during a distinguished career with Lanier Worldwide, a Fortune 200 company. In each of Kevin's positions he earned Lanier's Chairman's Council award, presented annually to producers ranking in the top five percent. He also earned Lanier's prestigious "District Manager of the Year" Award. As a sales manager, Kevin hired, trained and coached over 250 salespeople.
Kevin is a member of the National Speakers Association. His formal education includes a B.A. in Business Administration and extensive post-graduate work at U.C. Berkeley on the subject of instructional design. Kevin and his wife have two children, a daughter in law school and a son currently serving in the U.S.Navy. Diagnose Little Problems and Uncover Big NeedsWith a few variations, 80 percent of the objections sales people hear are:
"It's too expensive." (I can't afford it.)
"It's not in the budget."
"I don't need it." How to Yield Big Sales with Healthy MarginsTo find big problems, which yield big sales with healthy margins, you need to be talking to CEO and Core level managers because these larger problems and longer view issues are their natural habitat. Valuable Skills for Sales Presentations -- Go Beyond the Show and TellIt's not enough to show that you can meet your customer's needs. You must also have some reasons why your solution is the customer's best choice. To deliver a winning sales presentation, you must do the same. When you implement these 10 tips in your sales presentations, you will win more sales. Sales Management Training: Competitive Selling SkillsThis article explains four of the most common reasons why competitive sales opportunities are lost -- and specifically what you can do to win more often. These are the mistakes to avoid if you want to give your competitors fits. Take Your Sales Team from Good to Great with Sales Management TrainingSome sales teams will never be great because their sales managers settle for being good. It's easier than being great. Power in Buy-Sell NegotiationsNegotiating power plays a major role in every type of negotiation, whether it's a labor negotiation, political negotiation, or a buy-sell negotiation.
Both the buyer and the seller have power in a negotiation. Power is each side's perception of its strength or weakness in comparison to the other. This perception of power affects the ability of each party to achieve its own goals. The more negotiating power you have in comparison to that of your buyer, the fewer concessions you'll have to make. Personal Accountability in Sales Management TrainingBehavior plus activities equals sales results. Or, another way of saying this is that every successful sale is the outcome of a series of behaviors (how something is done) as well as activities (how many times a behavior is performed). This article illustrates accountability for sales managers.
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