Three Magic Questions to DISTURB and REVEAL
Three magic questions if asked in the right manner will tell you why your prospect has what they have now. What theyhave now. What they like most about that buying decision, and what they would like beyond what they have now. The answers to these 3 questions gives you information you now need to present […]
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 […]
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 […]