Sales Influence - Why People Buy!

I came from the world of selling as an account manager and moved up the ranks to Director of Sales, then VP of International Sales and eventually President of Sales and Marketing. I know what it takes to sell and how to manage and motivate your sales team. I didn't read a book on selling; I LIVED IT! Selling has become tougher! It isn't what it use to be! Show up, do the dog-and-pony and close the deal! Not any more! Today's buyer has changed given the access to more information. Which means that buyers are more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How Clients Buy"! Using the latest studies in consumer behavior and neuromarketing, you'll learn new ways to sell more effectively!
RSS Feed Subscribe in iTunes
Sales Influence - Why People Buy!



All Episodes
Now displaying: November, 2016
Nov 29, 2016

How many times has a client said to you, "I need to do more research." before they're able to make a buying decision?  What triggers this need to seek out more information?  In this podcast I introduce the concept of Information Asymmetry and why it causes clients to delay making a buying decision.

Nov 25, 2016

Why does listening work?  Why is it so important in the sales process?  Find out 5 ways to listen more effectively and 3 things you should never do when speaking with a client.

Nov 21, 2016

Learn how to change your sales behavior using the feed forward method.  Think of one behavior you'd like to change or improve on.  Then, ask 5-10 people to give you 2 ideas on what you can do going 'forward' to change or improve on that behavior.

Nov 9, 2016

Understanding who voters are going to vote for is tricky, but not as tricky as trying to find out what buyers prefer.  In this podcast I'll give you a strategy to uncover a true buyer's preference.

Nov 8, 2016

How has selling changed with the advent of the Internet?  If consumers are more informed, how do can you sell more effectively.  Listen to this radio interview with sales expert Victor Antonio

Nov 1, 2016

When you're at Networking event and someone asks, "What do you do?", how should you respond?  In this Podcast I give you an insightful strategy on how to use it to qualify clients who are worth following up on.