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.
DBM – The Secret of My Early Sales Success
In this video Wayne Berry explains how he came to understand what “DBM” is and how this was one of the major reasons for his early sales success. Get your head around this and watch your sales soar.
How to become a Doctor of Sales
In this video Wayne Berry explains how to become a Generation 4 or Generation 5 Sales Professional. What he calls a “Doctor of Sales”. Do this and you will standout head and shoulders above any competitors.
Diagnosis Questions – Part 1
In this video Wayne Berry explains why professional sales people have learned how to ask good questions. He explains that there is a dual purpose to asking questions during a first meeting. Most sales people understand that we ask questions to understand what the prospect feels they need, but there is another even more important […]
Why people buy
If you understand why people buy, you will be able to structure your sales presentations to appeal to the emotional reason that motivate people to buy. Wayne Berry: Most sales people however don’t understand these reasons and miss major opportunities. This video will help you to boost the power of your sales presentations.
Go see the people!
Seeing people face to face is far more powerful than calling them by phone or sending them an email. Wayne Berry: Seems obvious right? So why do many sales people avoid making the effort to visit live with prospects? In some cases I know that it’s fear, particularly when doing a follow up call, because […]