Sales Influence Podcast

The number one mistake in selling is not doing.... This sales podcast will highlight what every salesperson needs to be doing during a sales conversation and HOW to do it. www.VictorAntonio.com

Business owners make 4 common mistakes when handling their salesforce. In this podcast I discuss how and why you need to shift your thinking when i comes to running a salesforce effectively. www.VictorAntonio.com

If you're new to sales or are struggling to stay motivated in selling, you want to listen to this podcast. Learn why you don't feel motivated to sell your product or service. Understand what you can do to keep selling with purpose and focus. www.VictorAntonio.com

Last week I did a coaching session with a small business owner who wanted to learn how to sell but didn't have their marketing approach clear. Once we clarified them, it was easy to teach them how to sell. www.VictorAntonio.com

What Salespeople Need to be Successful is a company that offers FIVE key things that will help them sell more effectively. www.VictorAntonio.com

Did you ever find yourself in a funk? A blue mood? Not feeling like the world is working in your favor? Well, you're not alone. But what happens when you're in a bad mood and you try to make decisions concerning your future? Your decision-making process is affected by the mood you're in. So the question is, how do you break out of it?! www.VictorAntonio.com

Here's a quick story on how I got into sales, four things you need to know about sales and having a sales eq! http://www.VictorAntonio.com

Today's buyers like to go online to research before deciding to contact a company. It's imperative that you leverage these channels to drive traffic to your website. Learn why you should generate content to generate leads. www.VictorAntonio.com

Get rid of clients who are not helping you be profitable by unbundling services and creating tiered pricing. http://www.VictorAntonio.com

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: Having an established sales process of what needs to happen to advance the sale allows the salesperson to be prepared When the sales process isn't working the salesperson is able to analyze, adjust or tweak a specific step in the process to get it back on track. Not having a sales process makes it difficult for the salesperson to know what isn't working. You can't fix what you can't measure Training new salespeople and getting them up to speed becomes easier when a process is already in place

If you're in the B2B space, you're going to appreciate this podcast. Have you ever submitted a bid and you made the final cut? You and another company have been asked to come in and discuss your proposal. You've been selected to go first. What do you say and do knowing your competitor may bad-mouth you? Here are 3 strategies you can use.

Clients buy from people they like. So how do we get clients to like us? How do they determine whether your friend or foe? In this Sales Influence podcast we look at Albert Mehrabian's "Liking Formula". http://www.VictorAntonio.com

Selling technology products into the international markets can be tricky. In this podcast I help someone figure out how to sell solar panel products internationally.

How do you get clients to switch over to your service? What are the four (4) things you need to demonstrate in order to win the business? In this sales influence podcast I'll tell you how you can win more deals on Value. http://www.VictorAntonio.com

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.

There are 5 common mistakes business owners make when working with a salesforce. Learn what not to do and how to manage a winning sales team. Victor Antonio, sales and motivation expert will discuss shift our paradigm when it come to managing and selling. For more information go to http://www.VictorAntonio.com

What stops a client from making a buying decision? In this sales training tip you'll learn about Brain Pain. Sales trainer and motivation expert Victor Antonio will walk you through why clients don't buy and what you can do to sell more effectively. For more information go to http://www.VictorAntonio.com

When a salesperson is struggling to hit their number, here's what you need to do! In this sales training episode you'll learn what to do a sales manager. Sales trainer and motivation expert Victor Antonio shows you that selling ain't hard when you know how! More info at http://www.VictorAntonio.com