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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: Page 1
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. 

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