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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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Now displaying: Category: Sales - Selling
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.
May 20, 2024

Here's a simple formula to follow when training salespeople or talking to customers to achieve higher retention.

May 13, 2024

TLDR: High-performing salespeople possess verbal acuity, are achievement-oriented, power users, have a dominant style, and are inwardly pessimistic, working collaboratively with high morale and accountability. 1. 00:00 Strong salespeople have verbal acuity, which determines their level of access within a company. 2. 01:27 High performers in sales have better verbal communication skills, are achievement oriented, and often have a background in individual or team sports. 3. 02:37 High performers use tools like CRM at a higher rate than low performers, which increases their chances of managing sales. 4. 03:17 Strong salespeople are dominant and proactive, while weak salespeople are submissive and reactive in their sales approach. 4.1 High performers have a relaxed dominant style in sales, while low performers have an anxious submissive style. 4.2 Weak salespeople are submissive and reactive, while strong salespeople are dominant and proactive in guiding the conversation. 5. 04:53 High performing salespeople have a higher degree of inward pessimism, which leads them to question deals more and qualify higher, despite projecting an outwardly optimistic attitude. 6. 06:10 High performers collaborate with sales managers on strategy and tactics, while low performers rely on managers for help, and high performers thrive in a company with defined moral compass and accountability. 7. 07:28 High-performing salespeople possess verbal acuity, are achievement-oriented, power users, have a dominant style, and are inwardly pessimistic, working collaboratively with high morale and accountability. 8. 08:32 Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone to make the client look good.

May 7, 2024

You will kill a buyers confidence when you use weasel words or ventilating modifiers.

Apr 26, 2024

Here are 4 ways to overcome price objections: 1) Compared to what 2) Cost of Inaction 3) Price versus Cost 4) Down selling

Jan 16, 2024

When I started using the script, it felt very unnatural. Then, after some time, I started adapting it a little bit, and it became more comfortable, and my close rate continued to go up. Why? I had gone through the process of ‘Shuhari,’ a concept in traditional Japanese martial arts that describes the stages of learning and mastery. It consists of three phases:

Shu (守 - "Protect"): In this stage, the learner follows the teachings of a master without deviation. It involves learning the fundamentals and techniques precisely as taught.

Ha (破 - "Detach" or "Break"): In this intermediate stage, the learner starts to break away from tradition. They explore variations, modifications, and adaptations of the learned techniques. This phase encourages creativity and a deeper understanding of the art.

Ri (離 - "Leave" or "Transcend"): In the final stage, the learner transcends the teachings and forms their path. They have internalized the principles and are no longer bound by the specific teachings of a master. It's a stage of self-discovery and mastery.

 

#shuhari #sellingstyle

Jan 9, 2024

In this session, you’ll learn the difference between how rational and emotional buyers make buying decisions.  You’ll also be asked to evaluate what type of speaker, presenter or trainer you are and why it’s critical that you align yourself and your material with their audience.  Whether you’re an entrepreneur, small business owner or executive, aligning with your audience will help you become more persuasive.  Lastly, you’ll learn the 3-Step BLEND formula for creating a presentation, speech or training material that connects with both rational and emotional buyers.

Aug 31, 2023

AI will eliminate, not displace, jobs over the next few years with almost 20% of jobs globally being eliminated.

Aug 27, 2023

AI will change how we sell and how buyers buy.

Aug 25, 2023

Here's how AI Makes Buying Easy and how selling will be a secondary activity in the sales process.

Jun 1, 2023

7 Rules for Sales Masters ( Top Performers) with Victor Antonio

May 17, 2023

The client says, "I'm busy call me later."  What do you do?

 

 

May 8, 2023

Asking Painful Questions using a Psychological Chute is all about guiding the client, prospect or customer's attention.  This was highlighted in Robert Cialdini's book Pre-Suasion.

May 4, 2023

In this episode of the Sales Influence podcast I interview Sales Trainer, LinkedIn Coach, and Co-Founder of Sales as a Profession Jarrod Best Mitchell where we talk about tactics and strategies for video prospecting and getting more business.

May 1, 2023

Learn how to Sell More by Reducing Buyer Friction using Demand-Side Sales tactics to understand buyer #indecision #statusquo and #friction. http://www.victorantonio.com

Apr 13, 2023

On this episode of the Sales Influence podcast, Victor Antonio is joined by Andrew Sykes to discuss trust in sales. Andrew shares his experience transitioning from an actuary to a salesperson and how he has spent the past three decades researching and teaching about how humans think, feel and act when it comes to buying. Together, they deconstruct what it means to build trust with customers and how it can affect the overall sales process.01:09 Mathematical deconstruction of sales. 
04:00 Mistakes in Sales Presentations. 
08:02 Sales habits and deliberate practice. 
10:15 Killing vices to create habits. 
13:48 Motivation and dopamine. 
19:01 Practice culture in sales. 
20:00 Sales Skills Coaching. 
23:20 Coaching for Sales Managers. 
27:44 Sales feedback and practice. 
29:23 Practicing and accepting feedback. 
32:34 Building trust through personal stories. 
35:39 Deliberate practice for managers. 

Mar 15, 2023

If you're looking to Increase Average Deal Size or sell a high ticket item, consider using Decoy Pricing Options which allow you to shift a buyer's price point or perception. Resources: Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com

Feb 22, 2023

In this Sales Influence Podcast, Barry Trailer of Sales Mastery and I jump into what's changed in the world of selling, what top performers are doing and yes, we define the relationship matrix.

LMS Sales Velocity Academy: http://www.SalesVelocityAcademy.com

MetaVerse Sales Training: http://www.SalesWorld.mv

Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com

 

Feb 22, 2023

In this episode of the Sales Influence podcast, we talk about Artificial Intelligence or AI's Breakaway Speed with Jim Dickie.  We talk about how the buyer has changed, and how tools are now dominating the sales landscape.

 

#salesinfluence #ai #artificialintelligence

Jan 30, 2023

Joe Ardeeser, founder SmartPricingTable.com talks about helping businesses build better proposals to win bigger deals more often on this episode of the Sales Influence podcast. 

Jan 24, 2023

As sales professionals and sales leaders, we are in the midst of one of the most interesting and disruptive times as technology impacts our worlds. Professor and Author, Dr. Howard Dover shares insights from his book, The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance. In this conversation, you'll discover how technology continues to change both the buyer and the seller. We explore the reasons why innovations in sales technology don't always seem to deliver returns. You'll learn the powerful keys to navigating this dynamic environment we call sales!

Jan 15, 2023

Udi Ledergor is a five-time Marketing leader at B2B start-ups and is currently the CMO at Gong, the Revenue Intelligence category leader helping go-to-market teams close more deals and accelerate growth by capturing, understanding and acting on their most important asset – customer interactions.

Jan 1, 2023

This is one of the best conversations I've had with a fellow speaker who in my opinion 'gets it'!  I ask Marcus Sheridan, author of They Ask, You Answer about his approach to training and speaking, especially when it comes to audience interaction.  Marcus talks about blocking objections, framing conversations, and handling 'hostile' audience members.    #marcussheridan #salesinfluence

Dec 4, 2022

Kevin 'KD' Dorsey is a Sales Leadership Coach, SaaS Sales Consultant & Advisor, and is simply one of the best at understanding what makes a sales team work.  In this podcast, we cover a host of issues and KD does not disappoint in giving practical advice to help your sales team. 

Sponsored by BigTinCan, http://www.Bigtincan.com

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