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, […]
My Bad Mercedes Customer Service Experience
If you buy a Mercedes you expect a high quality vehicle and high quality service right? Wayne Berry: But in the end it comes down to the people in the dealership that will determine your customer experience. But it’s good to know you can always take any customer service problems direct to Mercedes right, and […]
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 […]
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.
3 Steps To Making a Sincere Compliment
Using compliments is a great way to build rapport. However if a compliment is perceived as insincere then it actually will do more harm than good. In this video Wayne Berry shares a simple 3 step process for ensuring your compliments sound sincere and indeed are sincere,
Sales Managers – Take responsibility!
Wayne Berry: “I hear a lot of Sales Managers blaming their sales people, senior management, HR, the training department, the market, the competition etc for the poor performance of their team, but ultimately I believe that as Sales Managers we are ultimately responsibility for our sales team’s performance or lack there of. Many sales managers […]