When Negotiating, Never Give Concessions Always Trade Them!
In this video Wayne Berry explains that too often concessions are made when negotiating, and made too easily, that this behavior then encourages the other party to ask for even more concessions. In this video Wayne explains how to avoid creating this type of situation and how trading concession rather than giving them away is […]
When Negotiating Never Jump At The First Offer!
In this video Wayne Berry explains why we should never jump at the first offer when negotiating. Whilst this may seem like common sense, common sense is not necessarily common place and many people get so caught up in the emotion, particularly when the other person’s offer is attractive or exceeds their expectations, that they […]
The Secrets of Closing The Sale
In this video Wayne Berry explains that the real “Secret To Closing The Sale” is, that it has everything to do with what you’ve done BEFORE and very little to do with how you ask. Yet for decades the emphasis by most sales trainers (not Wayne Berry) has been on the “50 clever tricky ways […]
Is Your Prospect Cold, Warm or Hot to Buy?
Trial Closes are a very valuable tool to determine what our prospect is thinking. In this video Wayne Berry explains how they should be used.
The Confirmation Close
There are many different ways to ask for a commitment, sometimes called “Closing The Sale”. This is one that Wayne Berry likes to call “The Confirmation Close”. It’s simple and effective.
The Impending Doom Close.
There are many different ways to ask for a commitment, sometimes called “Closing The Sale”. This is one that Wayne Berry likes to call “The Impending Doom Close”. It’s simple and effective and in the client’s best interest if there is a very real reason why our customer will be disadvantaged if they don’t make […]