Diagnosis Questions – Part 2
In this video Wayne Berry explains why professional sales people have learned how to ask good questions. He explains that there is a dual purpose to asking questions during a first meeting. Most sales people understand that we ask questions to understand what the prospect feels they need, but there is another even more important […]
Diagnosis Questions – Part 1
In this video Wayne Berry explains why professional sales people have learned how to ask good questions. He explains that there is a dual purpose to asking questions during a first meeting. Most sales people understand that we ask questions to understand what the prospect feels they need, but there is another even more important […]
Why people buy
If you understand why people buy, you will be able to structure your sales presentations to appeal to the emotional reason that motivate people to buy. Wayne Berry: Most sales people however don’t understand these reasons and miss major opportunities. This video will help you to boost the power of your sales presentations.
Go see the people!
Seeing people face to face is far more powerful than calling them by phone or sending them an email. Wayne Berry: Seems obvious right? So why do many sales people avoid making the effort to visit live with prospects? In some cases I know that it’s fear, particularly when doing a follow up call, because […]
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 […]
7 Things you need to know about reaching decision makers
Getting to decision makers can be difficult sometimes right? But as Wayne Berry explains it is hard for everyone, which is why if you can get to decision makers when your competitors can’t, then you will be way in front of them. Here are 7 very important things to be aware of.