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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: January, 2022
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.
Jan 30, 2022

Position your value, not your price; that's the message.  Shifting your mindset to selling on value will allow you to see how you can sell more effectively.

Jan 26, 2022

There's rational, compassionate and convulsive empathy when it comes to understand what your buyer is going through.

Jan 25, 2022

In this podcast I review Andy Paul's new book, Sell Without Selling Out!

Jan 24, 2022

When it comes to finding new business, we rely on two overarching strategies:

  • We have 'inbound' prospecting (marketing).
  • We have 'outbound' prospecting.

And now, we have a third option, Intraprospecting.

Jan 23, 2022
As buyers become more aware and smarter, here's a question you should STOP asking and here's what you should ask instead.
Jan 22, 2022
We go from Name That Tune to Name that Sales Problem using the F.I.T. model for asking questions.
Jan 13, 2022
Sales Influence Podcast with Victor Antonio on Generational Narcissism & Robert Greene
Jan 11, 2022
Hiring a Sales Coach - Dos and Don'ts
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