The power of video testimonials
In this video Wayne Berry explains the power of using video testimonials. He explains why they are more powerful in most cases than any other from of testimonial, except perhaps for having a customer talk directly with one or more of your prospects. Are you using video testimonials? If not why not?
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.
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.
The Persuasion Power Of Questions
Wayne Berry explains the reason asking questions is such a powerful way of speaking with prospects and clients. It engages them, and if you ask questions skillfully and in the right sequence you can gently guild a prospect to a particular way of thinking as the answers to these questions are coming from their month, […]
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 […]