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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 access to more information. This means buyers are more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How People 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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Now displaying: June, 2024
Jun 14, 2024

Fear, apathy, and skepticism are common barriers to motivation, and managers need to address these issues by providing clear training, showing the value in employees' work, and connecting tasks with outcomes to motivate their team and reduce doubts.

  • 00:00 Fear, apathy, and skepticism are the three categories that hold people back from being motivated.
  • 01:01 Look for symptoms of skepticism in employees such as tardiness, laziness, negativity, and uncooperativeness.
  • 01:35 Employees lacking quality work may be anxious and nervous due to fear of not knowing how to do something, which can be solved by providing clear training and guidance.
  • 02:36 Managers need to show employees the value in their work to prevent apathy and lack of motivation.
  • 03:08 Connect the task with the outcome and value to overcome apathy and skepticism in sales.
  • 04:04 Show the purpose and value to motivate skeptics and reduce their doubts to be successful.
  • 04:57 Release the mental breaks of fear, apathy, and skepticism to motivate your team and show them value.
  • 05:39 Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone, always making the client look good.
Jun 14, 2024

Using weasel words undermines confidence in sales communication and it's important to eliminate them to build confidence and persuade customers effectively.

  • 00:00 Stop undermining your sales success and ability to persuade by using weasel words without realizing it.
  • 00:32 Customers want confidence to make buying decisions, so it's important to differentiate yourself when presenting your product or service.
  • 01:07 Using weasel words undermines confidence in communication with clients, so it's important to avoid them.
  • 01:45 Stop using weasel words like "could, might, may, probably" and be more assertive in your language to build confidence.
  • 02:22 Stop using weasel words in sales to avoid feeling better about not being pushy and start being more confident.
  • 02:44 Using weasel words like "might, could, may" kills customer confidence in making buying decisions, which is crucial in a market where products and services are almost identical.
  • 03:14 Stop using weasel words like "may, could, might" when selling, as it undermines your confidence and ability to convince others.
  • 03:35 Eliminate weasel words from your speech to boost confidence and sales.
    • Record yourself speaking, listen for weasel words, and eliminate them to improve your sales rates.
    • Be aware of and eliminate weasel words from your presentations and conversations to improve confidence and sales influence.
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