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 […]
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 […]
6 Things You Need To Know About Negotiating
Wayne Berry explains in this video why in his words, “Negotiating is the most highly paid work you will ever do”. Because it is such an important skill Wayne shares with you in this video 6 very important things that you absolutely need to know about negotiating.
4 Thing You Need to Know about Handling Price Objections
In this video Wayne Berry shares 4 important things that you need to know about handling price objections. He explains why they come up and what to do when they do come out.
Don’t Just Call And Ask If They Are Ready To Buy
Wayne Berry explains that if asked to get back to someone in 6 months time, don’t wait 6 months. However don’t just get back to your prospects and ask them if they are ready to buy. Instead when you are in contact see if there is some way to add some value to the relationship […]