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 […]
How To Build Trust – Make a Promise and Keep It!
Why it’s so important to keep promises! In this video Wayne Berry passes along some sage advice from Marketing Guru Winston Marsh from Melbourne Australia. He explains why it is so important to DO WHAT YOU PROMISED YOU WOULD DO and why even small promises are important. Like “I’ll call you back later today”. Everything […]
First Impressions On The Telephone Count
First impressions count, face to face and on the telephone. In this video Wayne Berry explains why tonality and attitude on the telephone is so important because it creates a FIRST IMPRESSION and why first impressions do count. So many business and sales people lose business right at that point and he gives a very […]
Using “Disturbing Questions” While Selling And Negotiating
People will not be open to new ideas if they are perfectly happy with their current situation. While this should be obvious, many sales people and business people don’t seem to understand this. They launch off into a “show and tell” presentation about something only to hear the other person say “Sounds good, but right […]
Why It’s Important To Return Calls and Emails Quickly
Is it important to return phone calls and emails promptly? Wayne Berry explains in this video why he thinks it is very important to return calls and emails promptly. He believes that the way we treat people early in a relationship is often a “preview of coming attractions”. In other words, if someone is slow […]