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.
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.
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.
How To Use Skype and Video Conferencing For Selling
Terry Brock, Skype’s Chief Enterprise Blogger interviews Wayne Berry and discusses how we can use Skype and other video conferencing systems (eg. Zoom.us) to be more effective in selling and doing business globally. If you are not using Skype, Zoom.us or some other video conferencing system to save you travel time and to enable you […]
How to get prospects to see you as trustworthy
The ability to build TRUST and RAPPORT is one of most important skills that every sales professional, leader and business person needs to have fully developed. In this video Wayne Berry explains why this is true, and more importantly exactly what you can say and do so people do see you as trustworthy, not just […]
Using logic to justify emotional decisions
Wayne Berry says that all buying decisions are made emotionally but justified logically. So when structuring a sales presentation it is important to provide a good balance of both logical and emotional reasons to buy. One without the other and the sale is likely to stall.