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 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.
How to use compliments to build rapport
Building rapport and trust is so important. Wayne Berry: This is because the “Likeability Factor” is very important in selling because people like people who are like them and like to do business with people they like and trust. Some people are naturally good at building rapport. In the early days of my sales career […]
Involve All Decision Makers EARLY
What happens if we don’t involve all decision makers early in a sales presentation or negotiation? Wayne Berry: We get the objection “Leave it with me, I now need to speak with George, our CEO”. So what can happen now, is we have to rely on this person, the “ball carrier”, to explain everything as […]
How To Build Trust – Make a Promise and Keep It!
Why it’s so important to keep promises! In this video Wayne Berry passes along some sage advice from Marketing Guru Winston Marsh from Melbourne Australia. He explains why it is so important to DO WHAT YOU PROMISED YOU WOULD DO and why even small promises are important. Like “I’ll call you back later today”. Everything […]