Doug Wyatt - How to Ask, Close, and Win with Confidence
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Part 2 of our interview with Doug Wyatt, who is a high-impact speaker, trainer, and the founder of Synergy Learning Systems. From selling door-to-door with $23 in his pocket to transforming multimillion-dollar businesses, Doug’s journey is built on grit, discipline, and relentless growth. He’s trained over 5,000 salespeople, coached 1,000+ small businesses, and led national sales meetings for brands like GE, Carrier, and Lennox. Known for his intense focus on implementation and personal development, Doug helps companies drive real, lasting results - one mindset shift at a time.
In this episode, we talked about customer trust, closing sales techniques, emotional benefits, objections…
Show notes
Re-introducing Doug Wyatt. [12:49]
Nate and Brian discuss the quote of the week. [02:06]
Highlighting the review of the week. [06:08]
Where is Doug headed next? [16:52]
The five-part sales sequence. [21:40]
Baseball meets sales: Doug’s powerful closing analogy. [32:11]
Expecting the yes - what that really means in closing. [39:56]
How your physical presence shapes the close. [43:09]
Live roleplay: Doug pitches a full HVAC upgrade. [48:29]
Handling price objections with empathy. [53:05]
Helping overwhelmed homeowners: Doug’s real-world approach. [1:02:07]
Turning a price objection into a value conversation. [1:08:48]
When to reveal pricing in the sales process. [1:12:20]
Should you lead with the highest price? Doug unpacks the psychology. [1:18:15]
Why technicians must believe in their own recommendations. [1:25:21]
Why conviction matters: Brian’s transformation and Doug’s guide to closing with trust. [1:29:33]
Price, fear, and trust - what really drives a customer’s decision. [1:41:50]
Resources And People Mentioned:
Facebook: Waste No Day!
YouTube: WASTE NO DAY
Zig Ziglar
The Tipping Point by Malcolm Gladwell
What Should We Do? by Joe Crisara