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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 29, 2022

3 Step Training Formula for training people or doing a workshop.

Apr 28, 2022

What makes a strong vs. weak salesperson?  Find out on this Sales Influence Podcast.

Apr 26, 2022

Understand the customer's pain points:

- Help them close deals

- Leverage good leads

- Long Sales Cycles

- Average deal size

- Not enough sales activities

- Can't demo value

- Bad presentation skills

- Upselling and Cross-Selling

- No Follow-Up

- Getting referrals

- Good Salespeople

- Can't sell value, not price

 

Apr 26, 2022
 Guaranteed RFP Win on this episode of the Sales Influence Podcast.
Apr 26, 2022
Closing Service Deals with Limited Contract or contractual obligation. #servicesales #servicedeals 
Apr 26, 2022

Price Increase Conversation #10 - Adding Value.  #priceincrease

Apr 26, 2022

Price Increase Conversation - Using a Reward System.

#priceincrease 

Apr 8, 2022
Price Increase Conversation tactic #8 is knowing how to down-sell using the good, better and best approach.
Apr 3, 2022
Price Increase Conversation using Trade-Offs #7
Mar 30, 2022
How to use a Compliance Trigger when having a Price Increase Conversation.
Mar 25, 2022

Here are 12 things you can do to win big at sales:

Positive Mental Habits

Product Knowledge

Define Your Target Market + Buying Habits

Define Your Sales Process

Presentation Skills

Influence and Persuasion Techniques

Pricing and Closing

Prospecting

Pipeline Management (CRM)

Handling Objections

Upselling and Cross-Selling

Follow-Up and Referrals

Mar 23, 2022

In this episode of the Sales Influence podcast, Victor gives you some good tools for selling the price increase using the PRICE CREEPING method when framing the price conversation with your clients.

Mar 23, 2022

Use this 'Extend and End' strategy to get clients used to accepting a higher price over time in your pricing conversations.

Mar 22, 2022
In a price increase conversation, anchoring a price can help you nudge the client to accept the new pricing.  Here's how you sell the price increase with anchoring!
Mar 18, 2022
Part of owning your time is knowing what its value is.  Time management is also money management.  Sales Influence Podcast with Victor Antonio (R100)
Mar 11, 2022
Sometimes it's best to mention the possibility of a price increase to get clients use to the idea that one is coming.  Here's who you use the Drip Method.
Mar 10, 2022

Price Increase Conversation #1: "Tell Them Why" highlights that customers or clients will be more accepting of a price increase if they know why and how it will benefit them.

Mar 4, 2022
As we begin to incorporate more tech into our stack, we need to be smarter.
Mar 4, 2022

This is about staying focused on what it is you want to do and want...avoiding the pessimism!

Mar 4, 2022

Price increase conversations is a skill we all need to develop for today's salespeople.

Feb 16, 2022

In this Behind the Wheel episode, I look at ABC, Always be Closing....no.  How your attitude will drive your behavior which will eventually determine your consequence or outcome.

Feb 4, 2022

Here are 4 elements to a convincing story to help you sell more.

Feb 3, 2022

When it comes to doing high leverage activities, keep in mind the example of the bowl and big sales rock story.  HLA should be done early.  Also, When (Daniel Pink) can help us organize our day.

Feb 2, 2022

Your biggest competitor is not your competitor, it's a no- decision.  

Jan 31, 2022
Every product/service can be differentiated if we look hard enough. Use a value chain to find those points of differentiation in your sales process.
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