Wayne Berry Subscribe to Wayne's articles (Visit Wayne's Website) Wayne Berry CSP* is Australia's own TOP GUN Sales Coach and most in-demand speaker on sales, negotiating and sales management. He is ranked in the top 7% of professional speakers in the world by the USA based National Speakers Association. He is a best selling author and one of Australia's best known speakers. His four books, “Negotiating In The Age of Integrity”, “How To Get The Best Deal Every Time”, “How To Get The Best Sale Every Time” and “How To Lead and Motivate A TOP GUN Sales Team” are now sold in 13 countries. He speaks more than 200 times each year at conferences around Australia, New Zealand, Asia, and at programs arranged by his TOP GUN® Business Academy. This year his seminars and workshops will be attended by more than 20,000 sales and business people. He has also recorded more than 40 audio and DVD video programs on selling, sales management and negotiating. He has shared the platform with Tom Hopkins, Brian Tracy, Zig Ziglar, Earl Nightingale, Dr Norman Vincent Peale, Dr Denis Waitley, James Rohn, and many, many other internationally renown speakers. Wayne Berry is a Platinum author on EvanCarmichael.com

Wayne Berry Video - Successful selling today requires the skills of being able to build successful relationships. This video explains how to do that by Wayne Berry.

Wayne Berry's Complete List Of Sales Articles Name Email If you enjoyed this article, get Wayne Berry's Complete List of Sales Articles For FREE! More Wayne Berry DONT LET OBJECTIONS BE THE KISS OF DEATH TO YOUR SALE The 5 Secrets of closing the sale Todays PROFESSIONAL SALES PERSON Versus THE AMATEUR Use Social Proof to Build Trust and Credibility The Secrets of a TOP GUN Xerox Sales Professional Rogers Secret Persuasion Technique FATAL TRAPS OF NEGOTIATING EXPOSED Sales Managers Are you an Autocrat or a Motivator Hows Your Sales Software How to Build Trust and Credibility

Are you off-track sometimes when you try to close the sale?

Last week I traveled to a speaking engagement in my car. It was a 2 hour journey and involved going through some of Melbourne's suburbs I was unfamiliar with.

I’ve had GPSs in my vehicles for years now but had just bought my partner Laura one of the new little handheld units. I thought I might take it along to see how it worked and compare it’s performance to my GPS.

So I entered the destination in both units and set off. Both give voice instructions (female voice) and I was surprised when they soon started to disagree about which way I should go.

Being more familiar with my own, I decided to go with what mine said, rather than the new unit. Laura’s GPS protested insisting several times that I make a U-turn. After a few minutes I noticed that mine was sending me in the wrong direction and then she had me enter a freeway only to get off at the first exit. Then she asked me to get back on again. I started to doubt what she was saying and soon decided she was having a bad day!

Some sales people have "bad days" for the same reason

Instead I decided to listen to the other newer GPS and soon she had me on back on track again.

This scenario was repeated several times within the next 30 minutes. Finally I turned the volume down on mine and just let the new little unit guide me. It guided me perfectly there and back. I was impressed!

During the trip I started to wonder why my GPS was so confused and suddenly realised that some of these roads and freeways I was now on were fairly new and were not in the my old GPS. No wonder she was confused.

How's your "software"? Up-to-date?

I had not updated my GPS’s software for at least 3 years. I didn’t think it was that important, but it was.

Thank goodness I had the new little unit with me with up-to-date software installed, or I most surely would not have reached my destination on time for my speaking engagement. You see I haven’t carried an old fashioned street directory in years, so I had no back up.

As I worked with that group of sales people that afternoon at the conference, it suddenly occurred to me that many of the sales people I work with have not updated their “selling skills software” for years.

As a consequence, they are often way of course as they try to close a sale with a prospect.

Like today’s roads, conditions in today’s market place have changed over recent years and like my old GPS, if we are not operating with up-to-date mental software, we may not arrive at the destination we had in mind, a sale.

Is your "software" out of date?

The old software of 5, 10, 15 years ago, on how to prospect, how to conduct a sales interview, how to make a presentation and how to close the sale is way out of date.

One of the things I enjoy most about the work I do, is receiving emails from sales people and sales managers with stories about how they have applied the strategies (software) I shared with them and how this has helped them to close extra sales.

Updating our sales software with up-to-date, leading-edge selling skills really pays off.

So how’s your software? Have you updated it recently?

Are you operating with the best available software?

Or bumping around in the dark and sometimes going in circles?

I hope not. As I discovered, it’s false economy not to update the software regularly.

Unnecessarily missing out on sales, is far more costly than investing in some good sales training.

Have a great week. Make it a great week!

Wayne Berry CSP

Hows Your Sales Software - To learn more about this author, visit Wayne Berry's Website.

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David Acheson David Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns.  David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website

Dave Kurlan Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website

Leanne Hoagland-Smith Are your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website

Linda Richardson Linda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website

John Brennan John Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website

George Ludwig George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website

Anne Barr Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website

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