Promises Promises Promises!
In this video Wayne Berry talks about making promises and asks “Are you keeping ALL of your promises?” He explains why keeping small promises builds trust and rapport that can lead to a new customer and why forgetting about small promises which you may not think are really important, destroys trust. He gives a […]
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.
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.
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, […]