6 things you need to know about selling on value for money
In this video Wayne Berry explains how professional sales people sell on value for money and do not discount. Discounting is what amateurs do either because they don’t understand and hence are not sold themselves on the value of their offer, and / or because it’s the easy way to deal with the price objection. […]
Promises Promises Promises!
In this video Wayne Berry talks about making promises and asks “Are you keeping ALL of your promises?” He explains why keeping small promises builds trust and rapport that can lead to a new customer and why forgetting about small promises which you may not think are really important, destroys trust. He gives a […]
The power of video testimonials
In this video Wayne Berry explains the power of using video testimonials. He explains why they are more powerful in most cases than any other from of testimonial, except perhaps for having a customer talk directly with one or more of your prospects. Are you using video testimonials? If not why not?
How to deal with a procrastinator
In this video Wayne Berry explains how to deal with a procrastinator. He discusses the “Salami” closing strategy and the “Law of Psychological Reciprocity”, a very powerful law that we can harness in a situation like this.
What to do when they say “Just email me”!
In this video Wayne Berry answers a question from a sales person on the 12 month Top Gun Sales Coaching Programme. He asked “What to do when they say ‘just email me’!” Wayne explains why this is not a good idea and some great alternatives including how to get a fce to face meeting.
Using logic to justify emotional decisions
Wayne Berry says that all buying decisions are made emotionally but justified logically. So when structuring a sales presentation it is important to provide a good balance of both logical and emotional reasons to buy. One without the other and the sale is likely to stall.