During the 1980’s I had the privilege of working with an American speaker by the name of Roger Dawson. Roger is the author of a number of excellent books on negotiating and persuasion and he lives in California. I used to bring Roger to Australia to conduct his seminars and we’ve been friends for over […]

When I first got into sales there were three companies that absolutely lead the field in training their sales people.
They were IBM, The National Cash Register Company (NCR) and Xerox.
At age 17, I applied to each of them for my first sales job and got “knocked back” by all three of them. However persistence finally […]

“I don’t have enough time”, “I have to work late tonight”, “I have to pick up the kids”, “I have to go to the supermarket”, “I’m too tired to get out of bed that early”, “I’m too exhausted after work”, “I think I need another rest day”, “I don’t have time to take a lunch […]

Advertisers have known for years that certain words have great psychological impact on us. These words evoke deep feelings, bring back memories and often motivate us to look at things in totally new ways. Often the result is that we decide to try something we have never tried before.
Some of the most successful […]

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.
Well in my experience it’s because they have learned how to “work like a maniac” when they work, but when they take time off […]

“Negotiating is the
most highly paid work
you will ever do. You
are generally making
more per hour when
you negotiate than
anything else you’ll
ever do!””
Wayne Berry

This situation is NOT the negotiation. It’s the end result of the […]

Don’t Make These Mistakes!
As I work with sales people and sales managers I see some  fatal mistakes being made as they negotiate.

May I share some of these here with you now in the hope that their “learning experiences” will benefit you and remind you of the importance of not falling into these “traps”.
Indeed, you may […]

“More sales are lost by sales people who fail to get to the “real objection” than for any other reason!”Wayne Berry

As I was saying…
If the […]

“More sales are lost by sales people who fail to get to the “real objection” than for any other reason!”
Wayne Berry

As I was saying…
A company […]

The dual purpose of asking questionsMost sales people have some understanding of asking questions to reveal their client’s needs, but most have no understanding of the other equally important reason for asking questions.
Why you’ve got to “disturb” your prospect before you offer a solution
The second purpose of asking questions is to disturb our prospect about […]

“If you ask the right questions, your prospects will become so dissatisfied with their current situation, they will want to buy from you more than you want to sell to them!”

Prospects will not buy if they are totally satisfied with their current situation.
The fact is that no matter how good a product or service is, […]

“If you do it right, you should be able to make 10 calls and get 5 appointments”

Most sales people hate prospecting.
Why is that? If prospecting is such an important skill, why do so few […]

1. Vision
All successful people have vision. They have the ability the “see” clearly what they want before it exits.
I’d have to agree with Mr Gates on that one. All of the successful people I have known and […]

Allan and Barbara Pease are the internationally renowned experts on human relations and body language. 20 million book sales worldwide have turned them into household name internationally.
Did you know that according to Allan Pease…

Being ‘perceptive’ means being able to spot the contradictions between someone’s words and their body language.
And that overall women are […]

“The words we use in a sales presentation all carry weight. Some weigh more than others. Some are more believable than others. Knowing the words to use can increase your credibility dramatically.”  
Wayne Berry

For example…
If you’ve got around 50 happy clients using the particular product or service, don’t tell your prospect, “I have around 50 happy […]

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 band of highly experienced, highly regarded sales people, whom I was told, knew the “secrets” of closing […]

If you are a Sales Manager or run your own company with sales people, then you are in a leadership role.
I find that a great many sales managers however do not really understand what leadership is all about.
Let’s face it, leading a sales team to success is perhaps one of the most challenging leadership roles […]

The ability to ask questions is at the very heart of consultative selling and today’s most successful sales people are consultative sales people.
They use questions to understand their client’s needs and they also use questions to motivate their prospects to buy.
And some have developed the powerful skill of asking questions in such a way that […]

Use the Power of the Printed Word…
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 […]