Wayne Berry Articles

YOUR PRODUCT COSTS TOO MUCH! - Click To Read Article
Sales people the world over tell me that the price objection is the biggest objection that their prospects bring up. In a high percentage of cases this objection de-rails the sale and the sales person walks away empty handed and frustrated. Guess what?

WORK LIKE A MANIAC - PLAY LIKE THE RICH AND FAMOUS - IT'S ALL ABOUT BALANCE! - Click To Read Article
Have you ever wondered how really high achievers manage to get so much done in a business day? Then manage to take so much time off with their family and friends. Why is time management is such a challenge for sales people? How can you reduce the stress in your life by being in greater control of your life? How do you value your time? Do you know what each hour is worth? Hqere's how... Why creating balance is so important to achieve real success in your life

Use "Social Proof" to Build Trust and Credibility - Click To Read Article
Show them what others have to say It is understandable that most prospects have been conditioned to be somewhat skeptical about the claims made by most sales people today. You can't really blame them either. Fact is, some sales people do make exaggerated, unsubstantiated claims about their product, their company, their service etc. So when you make a claim about what you're offering...

Time Management Tips to get more every day - Click To Read Article
Time management can be a real challenge for anyone in sales. We have demands placed on us by our company, our manager, our clients, our family, our friends. Balance in life is so important, so here are some tips on time management specifically for sales professionals. Using thee ideas will enable you to get more done in lass time every day and ensure you have "self time" and "family time" to yourself.

Today's PROFESSIONAL SALES PERSON Versus THE AMATEUR - Click To Read Article
I often ask in our sales workshops, “What’s the difference between a professional and an amateur”? If I get blank looks I’ll ask, “How about a professional golfer versus an amateur golfer?" "Or a professional actor versus an amateur actor?” So how about a professional sales person versus an amateur sales person. That always seems to get a response...

The Secrets of a TOP GUN Xerox Sales Professional - Click To Read Article
Have you ever wondered why some Sales Professionals do so well while others are failing in the same marketplace? In this article I'll share with you the"Top 10 Customer Service Commandments". Follow these guidelines to become a TOP GUN in Sales.

The 5 “Secrets” of closing the sale - Click To Read Article
Knowing when to close the sale is perhaps even more important than knowing how to ask for the order. Discover 5 "Secrets" to closing the sale...

The 16 Most Persuasive Words In The English Language - Part 1 - Click To Read Article
It is possible to become much more persuasive that you are now, and within a few hours, by applying some simple but powerful principles of persuasion understood by very few sales people.

The 16 Most Persuasive Words In The English Language - Part 2 - Click To Read Article
In the last article I covered 8 of 16 of the most persuasive words that we can use. By applying some simple but powerful principles of persuasion understood by very few sales people, you can use these 16 of the most powerful words in the English language. Here are the next 8 words of persuasion.


Have you ever wondered why some people are more persuasive than others? The ability to persuade and influence others to see our point of view, or to take some action, is a vital skill and can help us in all areas of our life. Indeed the ability to persuade is a common characteristic of all successful people. It also helps us... "It is possible to become much more persuasive that you are now, and wihin a few hours, by applying some simple but powerful principles of persuasion understood by very few sales people.""

Roger's Secret Persuasion Technique - Click To Read Article
You can influence people at an unconscious level. Here's one way ofdoing this.

Sales Managers - Are you an "Autocrat" or a "Motivator"? - Click To Read Article
After working for some 30 odd years now with thousands of Sales Managers, I’ve noticed that all the successful managers I’ve met have developed a management style which makes them popular with their people and allows them to get the best out of their people.

PROSPECTING - HOW TO GET PAST THE GATE KEEPER - Click To Read Article
In our telephone prospecting workshops the question often comes up…"How do I get past the gatekeeper on the telephone to reach the hard to get to prospect?" It’s a good question, because some prospects are more difficult to get to than others. So I have a few ideas for you that may help...

PEOPLE LIKE TO BUY FROM PEOPLE WHO ARE LIKE THEM - Part 3 - Click To Read Article
We looked at some of the research which shows that there are 4 different "personality types" and why each type likes to be sold to in an entirely different way. Sell to them they way they like to be sold and your success will be assured.

PEOPLE LIKE TO BUY FROM PEOPLE WHO ARE LIKE THEM - Part 2 - Click To Read Article
WE CAN'T SELL TO ALL PROSPECTS THE SAME WAY Today we have access to innovative tools such as the Internet, cell phones, faxes and voice mail all designed to enhance our communications and support us in selling more effectively. Nevertheless, even with all of these technological tools at our disposal, the alarming number of failed relationships, dissatisfied employees and lost sales all reflect the fact that none of us are as effective at understanding others as we would like to believe.

People Like To Do Business With People Who Are Like Them - Part 1 - Click To Read Article
ARE YOU ON THEIR WAVE-LENGTH? Have you ever wondered why you seem to hit it off right away with some customers, while with others it's more like oil and water? That's because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying style, but it also influences our compatibility with other people.

LEAVE IT WITH ME - I WANT TO THINK IT OVER! - Click To Read Article
Sales people tell me that this is one of the most challenging objections that their prospects bring up. They ask, "What should I say when a prospect says this?" Well firstly I have to point out that this is NOT an objection, this is actually an "excuse" for not making a decision. It is not the real objection. So this is how we get to the real objection...

Is Experience The Best Teacher? - Click To Read Article
It’s interesting to consider the wisdom of some expressions in common use these days. How about the phrase “Experience is the best teacher?” Or how about this gem, “What you don’t know won’t hurt you?” And what about, “He or she is a born sales person” or “Ignorance is bliss”? As I work these days with sales people and sales managers across Australia, New Zealand and South East Asia I see so many examples of why beliefs like these are so dangerous.Experience is not the best teacher

I WANT A BETTER DEAL - TAKE IT OR LEAVE IT! - Click To Read Article
I often hear sales people say to me, “Everything was going well, we’d been talking for weeks and then suddenly when I thought my prospect was ready to buy, they wanted to negotiate a better deal. I didn’t know what to do!” So what should they do? I am often asked if I have some kind of “Silver Bullet” cure to solve this problem. The truth is, there is no one simple answer to this question. A better question to ask is, “How do I avoid ending up with a situation like this?”

How To Use "Social Proof" to build Trust and Credibility - Click To Read Article
If you say something good about your product or service, yor prospect may believe you...or not. If however you can show them what your other clients have to say, or let them speak with one or more happy clients, this carries a lot more credibility than anything you can say, We call tgis using "Social Proof".

How's Your Sales Software? - Click To Read Article
Are you off-track sometimes when you try to close the sale? Like today’s roads, conditions in today’s market place have changed in recent years and like my old GPS with out of date map software, if we are not operating with up-to-date mental sales software, we may not arrive at the destination we had in mind, the sale. Is your sales software (skills) up to date?

How To Make a Great First Impression - Click To Read Article
Personal grooming and the clothes we wear make an impression when we meet a person for the first time. Hopefully it's a good impression. However I don't want to talk about this aspect of making a good first impression right now. Rather, I'd like to share six tips for making a good first impression...

HOW TO GET PAST THE GATE KEEPER WHEN PROSPECTING - Click To Read Article
In our telephone prospecting workshops the question often comes up…"How do I get past the gatekeeper on the telephone to reach the hard to get to prospect?" It’s a good question, because some prospects are more difficult to get to than others. So I have a few ideas for you that may help...

How to Build Trust and Credibility - Click To Read Article
When you are talking with a prospect and you want to boost your credibility, where ever possible back up what you say by showing them something in writing. Research clearly shows that people are far more likely to believe what they see in writing, more than what they simply hear. It boosts your credibility and is incredibly powerful.

FATAL TRAPS OF NEGOTIATING EXPOSED - Click To Read Article
Negotiating is the most highly paid workyou will ever do. You are generally making more per hour when you negotiate than anything else you'll ever do! Here are the most common mistakes made in negotiations. How to avoid these "fatal traps". Why poor planning can lead to a disaster. Why rushing is a big mistake. Why it's important to understand what the person you are negotiating with wants before you open "your big mouth!!!

Don't just sit there, phone someone! - Click To Read Article
Many sales people dislike prospecting. For some that is face to face prospecting and for others it is prospecting on the telephone. I've identified the factors that make the difference between a successful prospector and a sales person who hate prospecting. Prospecting is a skill. Once you develop these skills, prospecting is easy.

DON'T LET OBJECTIONS BE THE "KISS OF DEATH" TO YOUR SALE... - Click To Read Article
After more than 40 years in sales, and 30 years training sales people from more than 300 different industries, I’ve reached the conclusion that most sales people lack the vital skills necessary to handle objections.

CLOSING THE SALE - IT'S HIGHLY OVERRATED - Click To Read Article
When I first got into selling I was told that to be successful I would have to learn how to CLOSE the sale. Indeed in that company, there was an elite group called "THE CLOSERS". This was a small...

CLOSING - IT WILL MAKE OR BREAK YOU! - Click To Read Article
Over the last 29 years I've trained tens of thousands of sales people across more 14 countries and I am convinced that more than 80% of sales people "blow it" and lose the sale at this vital point in the sales process. Why? Well there are many reasons...

BILL GATES ON SUCCESS - Click To Read Article
During an interview once with USA talk show host Larry King he asked Bill Gates, the President and founder of Microsoft for his views on creating success. Bill Gates said that in his opinion there were three major factors...

ARE YOUR PROSPECTS DISSATISFIED? - Click To Read Article
I hope they are, because it's only when your prospects are dissatisfied that they will buy!

Are You On The Same "Wave-Length" As Your Prospect? - Click To Read Article
How to sell and negotiate with different styles of prospects...

ARE YOU MISSING OUT ON SALES THAT SHOULD BE YOURS? - Click To Read Article
* Moments of Truth * Lost Opportunities When Your Phone Rings * Quote Givers Don’t Add Any Value * Good Intentions Are Not Enough * The 5 Generations Of Sales People * Track Your Conversions * You Are The Weakest Link – Goodbye!


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