Referral Prospecting – Part 1
Referral prospecting is the easy way to prospect. They can become a “Golden Chain” to greater sales success. In this video Wayne Berry explains exactly how to ask for referrals and make the point that the words you use are very important. He shares how to ask for and get 9 referrals from existing clients, […]
How to go to a higher level decision maker when you are blocked
Lesson #1 Don’t get into this situation in the first place. Wayne Berry: That’s right, find out who all of the decision makers before you go too far and involve all decision makers if you can. If this is not possible and you do get stuck and can’t get a decision at the level you […]
First Impressions On The Telephone Count
First impressions count, face to face and on the telephone. In this video Wayne Berry explains why tonality and attitude on the telephone is so important because it creates a FIRST IMPRESSION and why first impressions do count. So many business and sales people lose business right at that point and he gives a very […]
Using “Disturbing Questions” While Selling And Negotiating
People will not be open to new ideas if they are perfectly happy with their current situation. While this should be obvious, many sales people and business people don’t seem to understand this. They launch off into a “show and tell” presentation about something only to hear the other person say “Sounds good, but right […]
Words To Avoid When Selling
Are there certain words and phrases that should be avoided when selling? In this video Wayne Berry shares with you some “NO-NOs” about words, phrases and philosophies that should be avoided in selling because they destroy your credibility.
Why Personal Presentation Is So Important
Whether we like it or not people will always judge us on our personal presentation. First impressions do count, because we only have one chance to make a first impression. Someone once said “Who you are (or appear to be) speaks so loud I can’t hear your words.” Don’t make the mistake of thinking it […]