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
In this podcast I address how to handle the objection "Your price is too high." using a great example by the late great Zig Ziglar. I then desconstruct his response to reveal why his example is very effective.
We all hate to hear the words, "Let me think about it." after a great sales presentation. In this episode I'll show you what you can say and do to maneuver the client to a 'yes' answer.
In this Sales Influence Podcast I talk about finding your presentation style and how authenticity is key when it comes to influencing and persuading others to buy from you or buy into what you're saying.
Here are 10 presentation tips to help you create a more powerful and persuasive presentation. You need to have a structure, storyline, a narrative and supportive messages to support what you're trying to accomplish.
If a client is using someone else, how do you get them to switch over to buying from you? Why do clients hesitate? Why do they not want to change? Learn what you need to do to make them want to switch.
In any B2B (or B2C) you typically have four types of buyers who will make the buying decision. The key is understanding who they are, what are their individual motivations for buying and most important, why wouldn't they buy. Knowing this will allow you to tailor and optimize your sales pitch.
Finding your B2B target clients starts off by knowing your industry, then segmenting it, finding the different markets and then identifying the clients within each. Learn also how to use DATAMINING to help you sort your customers into three lead funnels: existing, inactive and new clients.