Written by Neil Rackham in 1987, SPIN Selling still stands as one of the great sales books on how to uncover pain points. http://www.VictorAntonio.com
Client walks into your retail store and says, "I'm just looking around." What do you say as a salesperson? What should you say in response? What rules of influence would Robert Cialdini use? http://www.VictorAntonio.com
THE SALES PROCESS
PERSONALIZING A SALES PROCESS FOR YOUR BUSINESS: Studies have shown that the most consistent salespeople are these who use a sales process. Here are three compelling reasons whey having a sales process matters:
If you're in the B2B space, you're going to appreciate this podcast. Have you ever submitted a bid and you made the final cut? You and another company have been asked to come in and discuss your proposal. You've been selected to go first. What do you say and do knowing your competitor may bad-mouth you? Here are 3 strategies you can use.
Clients buy from people they like. So how do we get clients to like us? How do they determine whether your friend or foe? In this Sales Influence podcast we look at Albert Mehrabian's "Liking Formula". http://www.VictorAntonio.com
Selling technology products into the international markets can be tricky. In this podcast I help someone figure out how to sell solar panel products internationally.
How do you get clients to switch over to your service? What are the four (4) things you need to demonstrate in order to win the business? In this sales influence podcast I'll tell you how you can win more deals on Value. http://www.VictorAntonio.com
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
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
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
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.
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
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.
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
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
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
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
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
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.
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
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
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
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.
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
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