How to deal with a procrastinator
In this video Wayne Berry explains how to deal with a procrastinator. He discusses the “Salami” closing strategy and the “Law of Psychological Reciprocity”, a very powerful law that we can harness in a situation like this.
What to do when they say “Just email me”!
In this video Wayne Berry answers a question from a sales person on the 12 month Top Gun Sales Coaching Programme. He asked “What to do when they say ‘just email me’!” Wayne explains why this is not a good idea and some great alternatives including how to get a fce to face meeting.
Gift giving to build relationship
In this video Wayne Berry explains the value of gift giving. A comprehensive video on when to do it and how to do it.
I Like You! (Using NLP)
Wayne Berry explains a very simply NLP based strategy for developing rapport. The words we choose to use do have an impact both at a conscious and unconscious level. It’s worth gaining an understanding of the basics if not a full understanding of NLP if you want to improve your verbal and written communication.
Telephone Follow Up – How to do this professionally
Most sales people don’t follow up professionally. Wayne Berry explains that calling to ask, “Have you made a decision yet” is not the most professional way to follow up. Recorded some time ago, his advice is as relevant now as it was when it was recorded.
RISK REVERSAL – How to make it easier for your prospects to buy from you
RISK REVERSAL is where you take the risk and your prospect risks nothing. Wayne Berry explains how you can use “Risk Reversal” to make your prospect feel more comfortable about doing business with you. Used properly this strategy can dramatically improve your conversion ratios and increase your sales.