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?
Are you really listening to your customers
In this video Wayne Berry asks, “Are you really listen to your customers?” and explains why this is so important and how to do it so your customers really know you are listening and that you care. This is one of the best ways to build rapport, trust and a quality relationship with your prospects […]
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.
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, […]
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.
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 […]