How to use compliments to build rapport
Building rapport and trust is so important. Wayne Berry: This is because the “Likeability Factor” is very important in selling because people like people who are like them and like to do business with people they like and trust. Some people are naturally good at building rapport. In the early days of my sales career […]
Ask why you lost the deal… you may get it back!
It ain’t over until the fat lady sings! Wayne Berry: Here’s a strategy to find out why you lost the deal and in using this strategy, you may well get the deal back, or get it moving if for some reason it has stalled. It’s never too late.
How to go to a higher level decision maker when you are blocked
Lesson #1 Don’t get into this situation in the first place. Wayne Berry: That’s right, find out who all of the decision makers before you go too far and involve all decision makers if you can. If this is not possible and you do get stuck and can’t get a decision at the level you […]
Three Magic Questions to DISTURB and REVEAL
Three magic questions if asked in the right manner will tell you why your prospect has what they have now. What theyhave now. What they like most about that buying decision, and what they would like beyond what they have now. The answers to these 3 questions gives you information you now need to present […]
Stop wasting time giving quotes
Some sales people think it’s their job to give a quote when a prospect asks for one. If this is what you are doing then STOP doing this. There is a better way that will set you apart from the competition. Instead MAKE RECOMMENDATIONS or give advice. It makes the world of difference to how […]
Involve All Decision Makers EARLY
What happens if we don’t involve all decision makers early in a sales presentation or negotiation? Wayne Berry: We get the objection “Leave it with me, I now need to speak with George, our CEO”. So what can happen now, is we have to rely on this person, the “ball carrier”, to explain everything as […]