How To Use Skype and Video Conferencing For Selling
Terry Brock, Skype’s Chief Enterprise Blogger interviews Wayne Berry and discusses how we can use Skype and other video conferencing systems (eg. Zoom.us) to be more effective in selling and doing business globally. If you are not using Skype, Zoom.us or some other video conferencing system to save you travel time and to enable you […]
How to get prospects to see you as trustworthy
The ability to build TRUST and RAPPORT is one of most important skills that every sales professional, leader and business person needs to have fully developed. In this video Wayne Berry explains why this is true, and more importantly exactly what you can say and do so people do see you as trustworthy, not just […]
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.
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.
How to network and prospect at conferences
Go where your prospects are. Wayne Berry: Finding unique ways to prospect and connect with your prospects will set you apart from your competitors. A great way to do this is in fact to go to conferences, trade shows etc where your prospects are all together. Here’s what you could do to connect with good […]