The Paper Work Close.
There are many different ways to ask for a commitment, sometimes called “Closing The Sale”. This is one that Wayne Berry likes to call “The Paper Work Close”. It’s simple and effective.
Closing From The Heart!
Closing should NOT about clever tricky high pressure tactics. Wayne Berry explains in this video from a “live” workshop that if we feel in our heart what we have recommended to our clients will benefit them, then we certainly should ask them to make the commitment to themselves to now take the action needed to […]
When Should A Tip Be Paid?
One of Wayne Berry’s most important mentors was E. James Rohn. In this video Wayne tells a story which illustrates how Jim Rohn questioned everything, even something as simple as a tip and when the best time to give a tip should be. Adopting this way of thinking changed everything for Wayne, and he […]
Persistence & Gloria Jeans Coffee
Wayne Berry says he remember this day very well when he went to get his (at the time) favourite Gloria Jeans coffee just before he was to go on stage to present a seminar. Everything else was ready for a great day, but now he was being told that he couldn’t have his coffee. This […]
How to handle objections while landing the sale
In this video Wayne Berry describes how landing a sale is like landing a plane. Something he does know a lot about. It’s a good analogy.
The “Stair Step Method” for Handling Objections
Wayne Berry explains how this strategy is one of the most powerful methods for handling objections. When it is mastered, this strategy will get you to the REAL OBJECTION which is often “hidden” and unstated, but it’s the real reason which is stopping you from moving ahead. COACHING NOTE: It is so important to understand […]