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 […]
What the Mercedes sales person should have done
Sometimes things will go wrong. The important thing is what you then do when it does. Wayne Berry: When things go wrong it’s an opportunity to show how much you really care and build an even stronger customer relationship. When you do, your customer can in most cases be turned from unhappy to being an […]
My Bad Mercedes Customer Service Experience
If you buy a Mercedes you expect a high quality vehicle and high quality service right? Wayne Berry: But in the end it comes down to the people in the dealership that will determine your customer experience. But it’s good to know you can always take any customer service problems direct to Mercedes right, and […]
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 […]