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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!
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Sales Influence - Why People Buy!
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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.  www.VictorAntonio.com

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.  www.VictorAntonio.com

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.  www.VictorAntonio.com

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.

Oct 25, 2016

Clients usually ask for a discount.  Here are 7 ways you can counter the "can you give me a better price" objection without having to lower your price.  http://www.VictorAntonio.com

Oct 21, 2016

One of the most common objections you get from a client is, "That's more than I expected to pay."  Using this one simple, yet effective strategy, you can a) block that objection b) increase your average order size and c) do so without lowering our price.  http://www.VictorAntonio.com

Oct 17, 2016

Every manager has to learn how to condition their salespeople to think for themselves instead of always solving the problem for them.  In this podcast learn a simple trick, and why it works, on how to get salespeople to stop depending on you and depend on themselves. http://www.VictorAntonio.com

Oct 13, 2016

Don't psyche yourself out as a salesperson by Committing the Fundamental Attribution Error.  Too often we assume something about our customer or client that really isn't true.  In so doing, we question our own ability to sell and end up ruining the sale.  In this podcast I'll show you what you need to do to stay mentally in the game.  www.VictorAntonio.com

Oct 10, 2016

When a customer searches online or offline in search of a product, their 'preferences' begin to form in terms of what they want.  The only way to persuade a customer who has already formed preferences is to destabilize them.  In this podcast I'll show you THREE (3) Destabilization Strategies.  www.VictorAntonio.com

Sep 29, 2016

One of the toughest things to deal with is burning yourself out by doing too much and not enjoying what you're doing.  Burnout means you're so tired that you just can't do it anymore.  Adam Grant in his book Give and Take provides some ideas on how to avoid being overstressed and not motivated.  

Sep 27, 2016

I use an engineering story to drive home the point that we as salespeople need to stop and analyze our WINS in order to determine how we won the deal.  Taking time to reflect on why we won the deal, speaking with support people and eventually talking to the buying client, will allow salespeople to know WHY and HOW they won the sale so they can repeat it again.  www.VictorAntonio.com

Sep 24, 2016

What does it take to be the best in selling?  What should you know?  Who should train you?  Do you need a sales process?  In this special recording, Victor Antonio will walk you through the mindset, skill set and tool sets you'll need to be the best of the best in sales.  www.VictorAntonio.com

Sep 22, 2016

In this episode, I use the squirrel as an analogy for selling more to new clients.  Squirrels are creatures that are focused and determined.  If we can imbue our salespeople with that same focus and determination, imagine what they could do!  Well, I did that!  I made my salesperson sell like a squirrel and the results were...well,..listen to the podcast.  www.VictorAntonio.com

Sep 17, 2016

In this episode we look at how the brain works, more specifically the reptillian brain.  We talk about Fight, Flight and more importantly Freeze; when clients can't decide. You also get an example of creating brain pain to increase your close rate.

Sep 15, 2016

How much does a new client really cost your company?  More than you think!  You'll be introduced to Opportunity Costs, Return On Investment (ROI) and Lifetime Value of a Customer (LVC).  www.VictorAntonio.com

Sep 11, 2016

 STOP Competition from Bad Mouthing You by learning how use the inoculation theory, not to persuade others, but to stop others (your competitors) from persuading your client.  This simple strategy is high effective in a B2B environment.  For more info to go http://www.VictorAntonio.com

Sep 4, 2016

In this podcast I address how to handle the objection "Your price is too high." using a great example by the late great Zig Ziglar.  I then desconstruct his response to reveal why his example is very effective. 

Aug 28, 2016

We all hate to hear the words, "Let me think about it." after a great sales presentation.  In this episode I'll show you what you can say and do to maneuver the client to a 'yes' answer.

Aug 23, 2016

In this Sales Influence Podcast I talk about finding your presentation style and how authenticity is key when it comes to influencing and persuading others to buy from you or buy into what you're saying.

Aug 21, 2016

Here are 10 presentation tips to help you create a more powerful and persuasive presentation.  You need to have a structure, storyline, a narrative and supportive messages to support what you're trying to accomplish.

Aug 16, 2016

If a client is using someone else, how do you get them to switch over to buying from you?  Why do clients hesitate?  Why do they not want to change?  Learn what you need to do to make them want to switch.

Aug 10, 2016

In any B2B (or B2C) you typically have four types of buyers who will make the buying decision.  The key is understanding who they are, what are their individual motivations for buying and most important, why wouldn't they buy.  Knowing this will allow you to tailor and optimize your sales pitch.

Aug 3, 2016

Finding your B2B target clients starts off by knowing your industry, then segmenting it, finding the different markets and then identifying the clients within each.  Learn also how to use DATAMINING to help you sort your customers into three lead funnels: existing, inactive and new clients.  

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