Wayne Berry’s Top Gun Business Academy

Rare Footage

I hope you enjoy this rare footage of Napolean Hill, recorded in the late 1960s. In it he talks about the wisdom the billionaire Andrew Carnegie shared with him some hundred years ago. The message of Think and Grow Rich is as relevant today as it was when first published in 1937.

You’ll notice that Napolean Hill spoke about…

THINK and Grow Rich, not work hard and grow rich.

Sure hard work helps, but leveraging ourselves through the way we think and the way we use the knowledge we have, is still the real secret to success.

Every month my team and I coach hundreds of Sales Professionals and Sales Managers around the world…

….through our 12 week on-line Top Gun Sales Coaching Programme. We get to see first hand how learning leading edge sales and negotiating techniques, and then THINKING about how the can apply these 21st Century selling techniques and tactics, can be applied to developing productive relationships with their prospects, resulting in substantial increases to their sales results.

The average has been 34% sustained over 12 months…

…but in a great many cases we have seen that by applying a THINK and ACT NOW philosophy, has helped hundreds of sales people to double, treble and even quadrupled their sales results.

For many it has meant the difference between success or failure in their sales career. See their stories here.

Hey, have a great week ahead. Make it a great week!

Wayne

PS: If you’d like your own copy of Think and Grow Rich, it has been republished recently by my friend Stuart Zadel. Send me an email and we’ll get one or more copies off to you. They are AUD$30 plus AUD$5 postage and handling.

No Risk Selling

Probably the greatest fear that prospects have, is the fear of making a wrong decision.  Haven’t you experienced this yourself?

The what if’s get in the way

And when they do, procrastination can deprive our prospect of the wonderful benefits that our offering can provide them, and we can lose the opportunity to serve them and to have another happy customer.  It is much easier to not make a decision, then it is to make a decision.

At the point of decision our prospect’s brain can “flip flop”.

It can flip from “Yes it feels safe to go ahead” to “I’m not so sure, maybe I should give this more thought.”

Fear of making the wrong decision can be very powerful and we can relate to this because we have all experienced this ourselves.  So how can we help our prospect…

Remove the fear of making a wrong decision?

Can we take away all of the risks associated with making a decision?  I often ask this question of participants in our TOP GUN Sales Workshops. What are the very real fears that our prospect may have in their mind?

If this is not the right decision then I’ll,

• Lose my money
• Waste my time
• Look stupid

In the end, all buying decisions are made emotionally, in the right hemisphere of the brain, while the left hemisphere looks for all of the logical reason why we should go ahead or not.

This is why it is not enough to get our prospect emotionally excited about going ahead.

We must also give them enough logical (left brain) reasons why they should go ahead, in order to justify their emotional decision.  This is why we need to ask our prospect questions which evoke both emotional responses, as well as logical responses.  We must then present our solution (product or service) so it addresses both emotional as well as logical reasons to go ahead.

So how can we remove any risks associated with going ahead?

I often ask sales people in workshops, what will you and / or your company do if your client is disappointed in your product or service?

• Will you take your product back?
• Will you refund your client the money they have paid?
• Can you make them happy?’
• Can you reassess their needs and offer an alternative?

In most cases these sales people say YES we do that now.

So my question to them is does your prospect know this?

“Well I guess they do!”  “Or do they?”

If you can eliminate the risk associated with making a wrong decision, then there is no risk, is there?

You want a happy customer as much as they want to be a happy customer

So why not make it clear to your prospect that you and your company will take all of the risk?

This is called RISK REVERSAL

Tell your prospect that you will take all of the risk and they can make their decision risk free.

• If you have a money back guarantee, then tell your prospect
• If you have an exchange policy then tell your prospect

But won’t some prospects take advantage of us if we do this?

The short answer is yes, some will.  We have offered a money back guarantee to our clients for 32 years now on all of our workshops, seminars, coaching programmes, CD and DVD programmes

Have we had clients who have taken advantage of us?  Yes we have, but I can count these on one hand.  Have we made extra sales and profits through this policy - ABSOLUTELY YES.

Reversing the risk makes it easier for our clients to say yes.  So if you have policies that reverse the risk for your clients tell them.

We’ll take it back if you lose your job within the next 12 months

At the time I am writing this, we are facing hard economic times across the world. One automobile manufacturer has taken the unprecedented position of offering to take back their customer’s new motor vehicle, if their customer loses their job within the next 12 months.  Will they have to take back some vehicles?  Probably yes.  However will they sell some extra vehicles because of this guarantee?  That’s a BIG YES!

Want to try Video Conferencing for yourself?
Click here to receive a video email or video conference with Wayne Berry.

It is a very long time since I have seen a true breakthrough in technology for sales professionals. A breakthrough which allows us to sell more in less time, while saving money and time.

Face-to-face selling is much more effective than selling by telephone. On the phone we can not see our prospect’s body language, we can not see how focused they are on our conversation, and we can not see buying signals, so we may not be sure if it’s time to close the sale.

And what happens when there are several decision makers?

We have to meet with them face to face or on the telephone. What if we could do this face-to-face with all decision makers regardless of where they are?

Again, when we are on the telephone we can not build rapport and trust as well as we can if we were face-to-face with them.

So what is the solution?

Well we can see if we can organize a face-to-face meeting, and book an appointment. Prospects are often reluctant to do this because a 30 minute meeting will often become a 1 hour meeting once we meet, have coffee etc. If the appointment is in a big city and we’ve got to drive to it, we might spend 2 hours driving there and back for this meeting. So now we have spend 3 hours making that one meeting. That’s about half a day to see this one prospect, and if we have other appointments that day, and we spend even more time in the traffic, and before we know it, we’ve used up the other half of our day.

True consultative selling…

involves a meeting with the prospect to build rapport and trust as we ask questions to identify their needs. Sometimes we also discover that the decision making process involves several people, and a few of these are in another state or city. So we really need to see them too, or at least speak with them by telephone. And what if one or more of these people don’t see value enough to vote yes for the decision, what can we do? Maybe we need to travel and see them face to face too.

Making the presentation

I strongly recommend that as a sales professional, we will get the best possible result if we meet the prospect again face to face in order to present our recommendations. I tell sales people not to send a proposal by mail as the postal people can’t sell them like you can!! So a one hour presentation can take up to 3 hours again due to the travel.

What about if decision makers are in another city or country?

In the past I like you, have traveled to other cities for appointments. I’ve been up at 5.00am, drive to the airport for a 6.30am flight, sit in the plane for another hour or two before getting into the crazy peak hour traffic to arrive for a 9.00am meeting. Sometimes we are exhausted before we even start the day. Maybe we see another client or two that day and even stay overnight to repeat that process all again the next day in either that city, or we fly to another city. In the past we’ve done this as there has not been a viable alternative.

But now there is a great alternative

I get up at 7.30am, have a quiet breakfast and then take my kids to school. I enjoy this. I drive home and sit down at my Laptop and check over my appointments for the day. There are seven scheduled for the day. One in Auckland NZ, another in Perth WA, one in Singapore and Kuala Lumpur because the decision makers are in these 2 cities. I have 2 more scheduled for my home city and one more in Guangzhou, China in the late afternoon. For some of these meetings I put on a business shirt and tie but leave on my jeans on!!

I am able to make all of these meetings on time, no traffic, no airfares, no hotel accommodation costs and what is even more important, I can spend the evening with my family and help my boys with their homework. I’m sure by now you’ve worked it out - I have done all of these meetings through…

Video Conferencing

I have emailed proposals and presentation materials which my clients will have printed out before we meet. They haven’t had to organize coffee for me, or wait if I was stuck in traffic somewhere. They know we will start on time and finish on time.

But video conferencing is expensive isn’t it?

True! Up until recently it has been expensive. You needed thousands of dollars worth of video conferencing equipment in your board room or you needed to go to a company that rents video conferencing time to you.

From my Laptop it’s free

All of my appointments for this day will be from my laptop and from the comfort of my home. The cost will be ZERO! No driving, no parking, no flights or checking in and out of hotels.

But video over the internet is jerky and poor quality isn’t it?

Certainly this was true until now.

A few months ago I subscribed to an amazing “Video Platform Service” through a USA company which has developed this awesome video system which allows me to..

• Video Conference with anyone anywhere in the world from my laptop. Up to 12 in the meeting, all able to see each other, hear each other and participant. Another 250 can also participate but will not be on the screen.
• Send Video eMails (ie. Vmails) Gone are the days of tying boring emails. Video Emails are engaging and far from boring, and you’ll know when the person you sent it has viewed it
• Make presentations involving 3 presenters from anywhere in the world. They can use power-point, streamed video or a whiteboard and their LIVE presentation can be viewed LIVE by up to 450 people, again, anywhere in the word. It might be a sales presentation or maybe it’s a business education seminar, with participants paying to be involved. They can ask questions and get immediate answers.
• LIVE Video Classroom. Technical training, sales training etc again with participants anywhere in the world.
• LIVE Rep. This is an amazing little logo you put on your web site that says “Talk with me LIVE” and any visitors to your website can click on it, and suddenly they are video conferencing with you or one of your staff. Immediate answers to their questions. Immediate sales!

I’ve been a big fan of skype since it was launched, but this system from Globalpreneurs does so much more.

Turn a telephone call into a video conference

What if you could say to someone on the telephone, “Hey can we meet face to face right now?” I’ll send you an email, click on the link and if your computer has a camera we will be video conferencing in under 3 minutes! NO you don’t need download any special software (like Skype). There are a few things I’d like to show you.”

Hey Click here now and I’ll send you full details on this system by way of a Video eMail (Vmail) of course. We can even video conference if you like. This technology is amazing.

But what does it cost to subscribe to this service?

What would you be prepared to pay per month to get all of this feature rich video system?

I paid US$30 for a one off annual licensing fee, and now US$29.95 per month for unlimited use of all of the features that this system has to offer. US$29.95 per month is a ridiculously small price to pay.

This system saves me thousands of dollars every month. No airfares, no driving, no accommodation costs. None!!

Click here now and I’ll send you everything you’d like to know.

Anyway, that’s it for now. I look forward to hearing from you.

Have a great week, make it a great week.

Wayne Berry

Using a video blog like this one below is just so easy to do these days. It does not require sophisticated equipment or big expense to create your own video blog.

Why create a Blog?

A Blog is a great way to keep in touch with your clients and prospects and unlike an email newsletter (which I have used for about 8 years now, to generate hundreds of thousands of dollars in sales) it grows, one blog after another, so when a client or prospect reads your blog, they can scroll down and read all sorts of tips from your previous blogs.

Build relationships

Your purpose is to build a relationship with your clients and give “content rich” tips and ideas that will interest and help your clients with their business or career. It will set you apart from your competitors. You should not try selling anything in the Blogs, just make them interesting and relevant to your clients. This will keep them looking at them. It is acceptable to put links in your Blog or down the side of your Blog so clients can link to your web site if they want to know more about how you can help them.

Frequency builds the relationship

If you render this service on a regular basis, you will be upper most in their mind and your credibility grows and grows, and when they need what you can offer, it is likely they will contact you. You become like an old friend and an expert in the business, while in many cases you may never have even met them yet.

Have you got a client/prospect data base?

If you haven’t, then create one. Ask your clients and prospects would they like to receive useful tips and ideas from you and start your own data base of people that you will send an email to at regular intervals, with a link to your latest Blog tip. See if your company will help you do this, if not why not do it yourself? Just be sure your company does not mind.

I started my data base of clients and prospects about 20 years ago and when I launched my email newsletter it only went to about 20 people who had email addresses. It now goes to more than 23,000 people and all over the world, many of whom have been to my seminars and workshops. And some have not. We now train and coach sales people and sales managers all over the world through our on-line TOP GUN Sales Coaching Programme and Sales Manager Mentoring Programme. so our clients can be anywhere. How about you? Could you extend the reach of your company and generate more sales from outside of your own city or country?

Why a Video Blog?

Many people today are “time poor”. Given the choice of reading your tips versus watching a 3 minute video, many will choose the video. If you’ve read this so far, then you are one of the people who will watch the video clip AND read the Blog. You’ll notice that my written Blog article adds some extra ideas not in the video clip. If people can see you, they feel they know you well. You become like an old friend.

One Blog I’d like to recommend to you

About 2 years ago I met an American Speaker by the name of Terry Brock and we exchanged business cards… and you guessed it, we both put each other onto our email tips list. I’ve been getting Terry Brock’s Blog ever since, and I never miss watching his 3 - 4 minute video. He travels a lot like me, and I’m always fascinated to see where he is now and what new and interesting things he’s come up with this time. Have a look at his Blog at http://www.terrybrock.com and you’ll see what I mean. Subscribe if you like. I think Terry is terrific!

I hope you’ve found these ideas of value. I’d appreciate any feedback that you’d care to give me, and any questions you’d like me to answer in a future Blog. Until then…

Have a great week, make it a great week.

Wayne Berry

PS: For information about being coached by Wayne Berryclick here or to find out about workshops that you can do on-line from anywhere in the world click here You’ll be guided and coached by your own personal Top Gun Sales Coach who will talk with you and tailor this training for you.

I’ve been training sales people for 29 years now and I have had so many sales people come up to me during a break and tell me…”I’m really good at selling.  Just put me in front of a prospect and I’ll get the order.  But finding enough prospects to get in front of is my problem.  What advice can you give me?”

Well the answer is obvious isn’t it!

They need to prospect more.  

The problem is that many sales people simply don’t like prospecting.  And why don;t they like prospecting?  Fear of rejection!  And why do they get rejected?  

As a young sales person myself at around 18 I told my Sales Manager that so many of the people I approached said they weren’t interested.  He turned to me and asked me to role play with him.  After my attempt to get an appointment he said “I know what your problem is!  Has it ever occurred to you that what you are saying is NOT INTERESTING?”

Now that had never occurred to me, but he was right.  My approach and my words were not getting the response

“Wow, how can you help me!”

He taught me the words to use and how to make my approach calls and eventually I was getting a 50% conversion on calls to appointments.  Not bad for an 18 - 19 year old “wet behind the ears” sales person.  

It really is easy if you know what works and you use it. I’m not going to cover prospecting by telephone in this blog.  I’ll cover it in another one but if you want to know more now then click here

Instead I’ll like to share with you a much easier way to gaining appointments with qualified prospects.

It’s called Referral Prospecting

That’s right, one of the best sources of new prospects is from our existing customers and I believe that referrals are “THE GOLDEN CHAIN TO GREATER SALES SUCCESS AND ARE A REWARD FOR EXCELLENT SERVICE”.

So if you look after your customers they will refer new prospects to you.  But I don’t believe we should rely solely on these type of referrals.

How about being proactive in gaining referrals?

There are three times when we can ask customers for referrals and here they are.

1. Immediately after they place their order with you
2. After they have been using your product or service for sometime
3. ANYTIME  

There are also 2 ways that I have proven to work in asking for referrals

1. The “Referral Book”
2. The 9 Referral Cards Methods

The Referral Book

Invest in a quality leather bound book with lined pages and pay a few dollars to have the words “Referrals” gold embossed on the front.  When you are with your prospect or customer, simply bring out the book early amongst other items you will be using in the appointment.  Then when the time is right (probably near the end of the meeting) simply say to your customer, “Oh… you’ve probably noticed my Referral Book.  I find that most of my customers know other people / companies who could also benefit from this product / service.  I wonder how many people do you know?”

The important thing is to have some referrals already in the book (we call this social proof) and some columns for name, title, company, address, phone number and why they feel this person would be interested in seeing you.  

Just smile, open the book and pass the book over to your customer.  Then thank them.  By the way it could be useful to ask some other questions and make notes on

• How long have you known this person?
• Why do you feel they would be interested?
• May I mention your name when I call them?
• Would it be OK if they called you to get your opinion?

Referral Prospcting Cards

Have 9 blank but lined cards and say ‘Mr Customer / Prospect’, I find that many of my customers know other people who could also benefit from our product / services and are happy to refer me to them.  I wonder whom you might know?”

Hand them 3 of the 9 cards and ask them.  “Who do you know amongst you circle of business friends who could benefit?”  Wait in silence for their responses.  Once they give you 3, thank them and hand them three more cards and ask “Whom do you know amongst your circle of personal friends who could also benefit.”  Again wait in silence until they have written on the cards.  Thank them and take these cards back.

Hand them the last 3 cards and ask them “Whom do you know amongst circle of friends in clubs or association that you feel may be interested?”  Again wait in silence and get these 3 cards back.

Now it’s time to ask those same questions again.

• How long have you known this person?
• Why do you feel they would be interested?
• May I mention your name when I call them?
• Would it be OK if they called you to get your opinion?

Now the reason we ask about 3 specific groups is that this will prompt your customer to think of 3 different groups and is much better than simply asking, “Who do you know etc…”

If you regularly ask for referrals you’ll never have to make a cold call ever again.  So take these ideas and use them.  These sales strategies are just some of the tried and tested strategies and techniques that I coach sales people in when I work with them over the 12 weeks of our TOP GUN Sales Coaching Programme which is available to you regardless of where in the world you live.

Hey, prospect the smart way and enjoy more success, and then have more time to take “time out” to enjoy the good life and keep your life in balance.

Have a great week.  Make it a great week.

Wayne Berry

So many sales people talk beyond the point where their prospect has already made the decision to buy, and if we do this, we may well end up with the prospect losing interest or deciding to “think it over”.

Haven’t you experienced this yourself?  

You were talking with a sales person because you were interested in buying, but the sales person kept on selling and this raised some doubts in your mind.  So you didn’t buy.

It is more important knowing when to close, than knowing 50 different ways to ask for the order.

You wouldn’t buy from someone who did not know what your needs are would you?   Same with your clients.  You have to build trust and rapport, and one of the best ways to do this, is by asking questions to uncover their needs, listening actively (eg. ah huh, really, tell me more etc), and even taking notes.

One of the highest needs we have as a human being…

is the need to feel understood.  We tend to like (rapport) people who seek to understand us and really listen to us.  This also builds their level of trust in you.  It stands to reason that if you have taken the time to understand their needs, (both logical and emotional needs), they are far more likely to trust you enough when it comes time to confirm the sale with them.

So don’t close the sale

So many sales people become nervous when it’s time to ask for the business.  As a result some sales people fail to even ask for the order.  So here’s a question for you.

Question 1: If what you have recommended for your prospect is right for them, and will benefit them in sufficient ways that they will love using your product or service, and they’ll get a great return on their investment, who loses if they fail to buy?

Answer:  They lose, you lose and your company loses.

In fact you are doing your client a disservice if you don’t ask them to go ahead.  They lose out on the benefits and I feel very strongly about this.  It’s lose / lose.

So what clever tricky ways have you discovered to close the sale?

Some sales people have read books, or listened to audio programmes, or been to seminars on closing the sale where they were taught 50  ”clever tricky ways” to close.  Have you?  

Clever tricky ways of closing the sale are out!

You see it’s not the words that you use, it’s everything you’ve done with the prospect up to now that will determine whether your prospect is (self) motivated enough to buy.  Don’t get me wrong, I am NOT saying don’t ask.  Please ask if you feel it is right for them.  

Here’s another twist... if it’s not right for them, tell them that you can not help them right now, and perhaps even refer them to someone who can.  You’d be surprised how much trust that builds in them for you.  OK, you may not make the sale this time, but when they are in the market again for something you do have, they will most likely call you.  Why?  Because you put their best interests in front of your own needs last time.  

It builds a strong relationship

Now I started out here saying “It’s not the words you use to ask for the order it’s knowing WHEN to ask for the order that maters” much more than the words you use.  So no “clever tricky ways” to confirm the order are needed!

So when do you ask for the order?

Have you ever gone onto Flip / Flop mode in your mind?  One minute you are thinking “YES” I want to buy this, and because the sales person kept on selling, your mind flipped to “NO, I really should think about this more, or I’d better check with other suppliers.

The same thing is true with your prospects and customers

They “flip / flop”.

So when should you ask for the order?

When they have “flipped” into “YES, I think I will buy this”, that’s the time to ask for them to confirm with you that they wish to buy.

Some experienced sales people have finely tuned senses and know when they are in the YES mode.  Some don’t even know why they know.  It becomes intuitive for them.  But what they are really picking up on are the buying signals that are being put out by the prospect. So what are

Buying Signals

I define them as anything a prospect says or does which indicates they have ALREADY BOUGHT in their mind, but have not yet told you.

Here are some buying signals to watch and listen for.

Example 1.  They say something like, “how did you say that works again?”

This may even be something you showed them before, but they didn’t pay attention because they were not serious at that point about buying from you.  Now they are serious. Now could be a good time to explain how it works again and then use a “Trial Close” to test their temperature - are they hot to buy or cold on the idea.

Buying Signals happen suddenly

They can also disappear just as suddenly.  So watch out for them.  They will sometimes interrupt you and say something like..

Example 2:  “When did you say I could take delivery of this?”  They may be asking about when they can start using it.

Example 3:  ”Does it come in green?” In other words they ask something about a feature or benefit?

Example 4:  They start doing calculations.  STOP talking at this point.  Let them work out their figures. They are probably working out how much they will save or make using your product or service or how they will finance it.

Example 5:  They start touching your product as if they owned it.  (In their mind they probably do own it!)

Example 6:  They start asking about the price again, methods of payment etc.  (They are checking with themselves can they afford it, how can they finance it etc.

Example 7:  They suddenly become friendlier and more relaxed.  They may have been tough on you, or very skeptical, but now they are becoming friendlier because of trust, rapport, and because they want to have a good relationship with you once they have bought.  They want you as a friend if they have questions for you later on.

So closing the sale - it’s not what you say, but when you say it

If you become good picking up buying signals, this is when you ask them if they are ready to go ahead.  Timing is important.

So what “trial close” do I like the most?

In your opinion do you like the way it works?  Good, let’s take care of the paper work.

In your opinion when do you feel you’d like to start using this?

In your opinion do you feel you’d like it in green?

In your opinion do you feel the figures add up? (when they have done a calculation)

Knowing when to close really is much more important than knowing the words to use.

Also by using the words “in your opinion do you feel” you are asking for their opinion.  How many times can you ask a prospect for their opinion?  Really as often as you like.  However…

How many times can you ask a prospect for the order, before they start to feel pressured?

Probably only once or twice in the meeting or on the phone.

In our on-line TOP GUN Sales Coaching Programme we devote an entire module to Buying Signals and Closing the Sale.  You can do this training module from anywhere in the world.  You’ll see a video of me talking with group of sales people, you’ll be able to download the handouts and flip charts, and even ask questions and for further guidance from a REAL LIVE TOP GUN Sales Coach!  You’ll talk with them via our on-line system, either just audio, or if you’d prefer, you can even video conference with them.

This Module is just 1 of the 11 modules of our TOP GUN Sales Coaching Programme.  If you’d like more info, just click here or even email me back.

Hey… have a great week.  Make it a great week and watch out for those buying signals.

Wayne

PS:  If you are a Sales Manager we also have an 11 module TOP GUN Sales Manager Mentoring / Coaching Programme just for you.  Using these strategies your job will become easier and your sales people more productive, thus achieving their sales targets.  Click here for a pdf brochure.

 

 

 

 

I’m a private pilot and it recently occurred to me that successfully landing an aircraft is very much like successfully landing a sale.

The same things that can cause a missed sale are the same things that can cause a “missed approach” on final when landing my Beechcraft Bonanza. When this happens, I have to make a very definite and quick decision to abort the landing and “go around”.

Click here to discover how to handle objections and close more sales in less time

As any pilot will tell you, the last critical 2 to 3 seconds of the landing is mostly determined by how well you set yourself and your aircraft up on the “final approach” and all of the work and careful preparation you have done beforehand in getting into the circuit pattern.

There are many things that can challenge a pilot on this final approach like unexpected turbulence, cross wind, windshear etc. However, good training and lots of practice prepares us for the “unexpected”.

Selling and landing a sale is just like that.

So many sales people (and even some sales managers who should know better) that I meet, say “Teach me how to close the sale and then I’ll be successful in sales.”

Like landing a plane, that final 2 to 3 seconds of your sales interview when you want to land the sale, is determined by how well you’ve set up your “approach” to this “landing”. If you are skilled and have for example, asked the right questions to determine your prospect’s real needs early in the process, then you will probably be making the right recommendation. If you then know how to make a persuasive presentation without being “high pressure” and overbearing, then you’ll be on the “glide slope” for a nice landing.

Like flying, knowing how to do these things properly comes from good training, re-training and practice, practice, practice. All of the most successful sales professionals that I know have invested hundreds of hours and thousands of their own dollars in this training.

Our recent 4 day TOP GUN® Sales Bootcamp in Melbourne reminded me of this. We had a mixture of very experienced and very successful sales people, and people new to sales too who were deadly serious about their success. Yet I see sales people who think they can learn by trial and error and just pick up the skills along the way.

Can you imagine if pilots took that approach?

Don’t laugh, when ultralight aircraft were first introduced into Australia in the 1970’s this is exactly what happened. People would build these aircraft themselves and then teach themselves to fly. They were killing

themselves all over Australia for years until the Government changed the legislation to mandate proper pilot training.

If you’ve done every thing right before you begin closing the sale, then will you smoothly land the sale?

Well not always. When you are on final and just about to land, just like flying there may be some unexpected “turbulence” in the form of objections.

Again if you’ve been trained properly you’ll know exactly how to handle these situations. If you haven’t, then your sale may crash and burn at the end of the runway.

There are strategies for handing objections properly and in

my experience 90% of sales people don’t know anything about them. We teach them and it makes all of the difference.

Make sure your skills are up to speed. Happy landings!

Have a great week, make it a great week.

Wayne Berry

PS: For information about being coached by Wayne Berry click here or click here to find out about workshops that you can do on-line from anywhere in the world while being guided by your own personal Top Gun Sales Coach who will talk with you and tailor this training for you.