How to network and prospect at conferences
Go where your prospects are. Wayne Berry: Finding unique ways to prospect and connect with your prospects will set you apart from your competitors. A great way to do this is in fact to go to conferences, trade shows etc where your prospects are all together. Here’s what you could do to connect with good […]
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 […]
Referral Prospecting – The Smart Way To Generate Sales
Referral Prospecting really is the smart way to prospect. A very young looking Wayne Berry shares some ideas here on how to gain referrals and how to use them to find new prospects. Why cold call when you can make “warm calls”. (Also some silly footage of Wayne on the water. Must think he looks […]
Selling through “Centers of Influence”
This is a smart way to connect to potential prospects. Wayne Berry explains how we can get people who are trusted by their clients to introduce you to their clients.
Prospecting in your data base
Prospecting in your data base should yield some great new business and great referrals. In this video Wayne Berry explains the importance of maintaining a data base of clients and prospects, so it becomes a perfect place to prospect for new business and to gain quality referrals.
Referral Prospecting – Part 2
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 people giving you the referral to actually make […]