What are the key elements of a great sales presentation? Who are your buyers? What are their buying motives? What do you need to know and have before doing a presentation? All these questions are answered in this week's podcast. www.VictorAntonio.com
Selling is a profession that requires a certain skillset and mental toughness. We all go through our moments when sales are low and we question if we're really cut out for this profession. This podcast will help you clarify some doubts you may be having. http://www.VictorAntonio.com
How to deal with clients who always want discounts. www.VictorAntonio.com
In this podcast find out how the concern for price changes over time when it comes to the buyer. Initially, the concern is "How much?" but then the customer's attention is more on the solution. In the final phase of the presentation, the concern for price reemerges but with a different twist. http://www.VictorAntonio.com
It goes without questioning that extroverts are better at selling than introverts. Extroverts have a gift for the gab, know how to engage clients and even persuading them into make a buying decision. They’re great talkers and great closers. Introverts on the other hand are too timid, don’t speak up much and they let the client control the conversation. They’re great listeners but not great closers. Introverts are good at listening and but fall short on communicating value to client. Extroverts are engaging and communicate value but fall short on listening skills. Ambiverts apparently have the best of both extremes.
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: