Sales Influence - Why People Buy!

By Victor Antonio

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Description

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 the access to more information. Which means that buyers are more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How Clients Buy"! Using the latest studies in consumer behavior and neuromarketing, you'll learn new ways to sell more effectively!

Episode Date
#156 - Why are You in Sales?
07:45

Having a defined goal, a great reason to be in sales is a powerful way to stay motivated when selling.

May 12, 2018
#155 - You Can't Afford It
09:03

Judging a book by its cover is never a good idea and neither is judging a customer by the way they dress.  In this sales influence podcast I share with you an actual experience that probably costs the salesperson a good commission.

Apr 29, 2018
Unleashing Sales Growth Through Science - Gabe Larsen, InsideSales.com
32:17

Salespeople can sell more by incorporating data science and technology into the way they actually sell. Data science offers reliable answers to the questions salespeople ask most often, such as: Where should I focus my time? Who should I sell to? What actions should I take? Data science can do this because it is able to weigh thousands of attributes that make up an ideal prospect or next best action in a way that the human brain simply cannot. Reps need this superpower incorporated into the way they work both in and out of the CRM.  Guest: Gabe Larsen, VP at InsideSales.com

Apr 27, 2018
#154 - Don't Let Objections into the Conversation
09:22

We've been taught to handle objections but we're rarely taught how to preempt them and what we need to do to make sure they don't hurt our ability to close the sale.  Find out why and how in this podcast.  Victor Antonio.

Apr 27, 2018
#153 - Sales Mental Toughness
06:49

When you're in selling, having the right skill sets are only part of the tools needed to succeed.  Being able to stay mentally tough when things go wrong....matters!

Apr 17, 2018
#152 - 3 Keys To Selling - Sales Influence Podcast
08:37

In business and selling, there are always ways to position your product (or service) and your value. Here are three ways that you can do it.

Apr 17, 2018
#151 - 3 Big Whys In Selling
07:12

When selling you want to be able to ask these 3 big whys to be able to control and guide the conversation.  Host Victor Antonio on the Sales Influence Podcast

Apr 16, 2018
#150 - Blocking Price Objections
10:00

Never wait for a client to raise an objection; learn to block the objection.  In this episode, you'll learn how Blocking price objection should be done the right way as to minimize buyer resistance.

Apr 02, 2018
#149 - The Secretary Power Play
07:41

When a call comes in to speak to a rep and the secretary answers, here's who they should respond to help out the rep on this episode of the Sales Influence Podcast.

Mar 23, 2018
#148 - Like Mindedness Equals Trust
10:54

In this sales influence podcast I'll show you how sharing the client's point of view will increase your trust factor.

Mar 23, 2018
#147 - Stop Talking - I Got It
09:23

 Stop Talking - I Got It

Mar 01, 2018
#146 - Automation In 7 Steps - Sales Influence Podcast
09:25

Automation In 7 Steps - Sales Influence Podcast with Victor Antonio

Mar 01, 2018
#145 - Will Artificial Intelligence Replace Salespeople?
08:39

The question everyone is asking is, "How will AI impact salespeople?"  I answer this question succinctly in this podcast.  Victor Antonio

Feb 26, 2018
#143 - Social Media Sales Marketing
12:37

Using social media to sell more. Victor Antonio

Feb 22, 2018
#142 - 7 Steps To Guiding A Client
12:11

Seven steps toward guiding a client - Sales Influence Podcast #SIP

Feb 15, 2018
#141 - Sales Training Outline
11:23

Sales Training Outline on the Sales Influence Podcast.

Feb 15, 2018
#140 - Zero Moment of Truth
10:57

Branding and connecting in this episode  - Sales Influence Podcast #SIP

Feb 13, 2018
#139 - Dynamic Sales Coaching
10:46

How to coach!  www.VictorAntonio.com

Feb 13, 2018
#138 - Emotional Questions that Connect
10:49

In this podcast we look at how to ask questions to connect with the client, not only on a business level, but on an emotional level to understand what is driving their priorities.

Jan 14, 2018
#137 - BANT Method
10:08

BANT stands for Budget, Authority, Need and Timing; a good model to keep in mind when speaking with a client with Victor Antonio

Jan 13, 2018
#136 - Quantifying Values Using Norms
10:44

Learn how to use norms, averages and metrics to sell the value of your product or service with Victor Antonio.

Jan 13, 2018
#135 - Ask For The Order - Sales Influence Podcast #SIP
11:17

Most salespeople have a meeting, do a presentation and never ask for the order.  Here's why...

Jan 07, 2018
#134 - Selling to Wealthy Clients - Sales Influence Podcast #SIP
11:29

Selling to Wealthy clients is never easy especially if they believe they know more than you.  Find out how you position yourself as someone worth listening to.

Jan 07, 2018
#133 - Authentic People Sell More
10:19

Sales Influence Podcast with Victor Antonio

Dec 20, 2017
#132 - What s Your Budget
10:36

Sales Influence Podcast with Victor Antonio

Dec 17, 2017
#131 - Dealing With Rejection
10:46

Sales Influence Podcast with Victor Antonio

Dec 16, 2017
#130 - Stop Selling It Cheap
11:18

Sales Influence Podcast with Victor Antonio

Dec 15, 2017
#129 - Selling Financing To Salespeople - Sales Influence Podcast #SIP
11:10

Sales influence Podcast with Victor Antonio

Dec 06, 2017
#128 - Selling Marketing Services - SIP
10:25

Sales Influence Podcast with Victor Antonio

Dec 05, 2017
#127 - Selling a Commodity Thru Channels
11:12

Sales Influence Podcast with Victor Antonio

Dec 04, 2017
#126 - Bridge The Value Gap - #SIP
12:07

Sales Influence podcast with Victor Antonio

Dec 02, 2017
#125 - Best Buy's Lost Sale - #SIP
10:41

Sales Influence Podcast with Victor Antonio

Dec 01, 2017
#124 - The Niche Is Rich - #SIP
11:36

Sales Influence Podcast with Victor Antonio

Nov 27, 2017
#123 - Selling With No Experience - #SIP
12:25

Sales Influence Podcast with Victor Antonio

Nov 27, 2017
#122 - Selling Security Systems - SIP
11:36
Nov 23, 2017
#121 - Bidding On Price Alone
11:30
Nov 23, 2017
#120 - Put Yourself in the Client's Pajamas
13:30

Selling effectively requires you to put yourself in the client's shoes or in this case, pajamas.  In this episode, I help a sleep expert sell more beds.

Oct 21, 2017
#119 - Selling Beer Ain't Easy
11:51

In this episode, I answer three inquiries from my subscribers.  The first one is on selling beer!  Great topic!  

Oct 21, 2017
#118 - Sell to the Unstated Needs (B2B)
11:46

In this episode I tackle a tough B2B Sales Channel question.  Check it out.

Oct 16, 2017
#117 - Uber Your Sales
11:05

How can you sell more?  Well, let's dig deep into how Uber became such a huge business.

Oct 16, 2017
#116 - 7 Sales Guiding Principles
11:19

To be the best, you have to do what the best salespeople do.  Here are 7 ways to get good at selling.

Oct 16, 2017
#115 - That's All I Can Pay
11:36

What do you say when a client says, "That's all I can pay"?  Do you discount pricing?  Or, is there a better alternative!  www.VictorAntonio.com

Aug 28, 2017
#114 - Never Aim for Perfection
11:54

Go inside the head of Victor Antonio and find out his philosophy on selling and life in this Sales Influence Podcast.  www.VictorAntonio.com

Aug 25, 2017
#113 - Using Bad Language
11:24

Using bad language can prompt clients to ask for a discount.  Here are some words to avoid in this Sales Influence Podcast.  www.VictorAntonio.com

Aug 25, 2017
#112 - Time Management 4 Top Performers
11:32

How do the best sales performers balance their time?  Find out in this Sales Influence Podcast.  http://www.VictorAntonio.com

Aug 25, 2017
#111 - Sales Enablement Gone Wrong
11:57

Getting sales and marketing to work together isn't easy.  What do salespeople have to know and managers have to do to make selling more effective?  Find out in this Sales Influence podcast.  www.VictorAntonio.com

Aug 17, 2017
#110 - 3 Ways To Connect with Clients
10:55

How do you connect with clients?  How can you build trust more effectively?  Find out in this Sales Influence Podcast.  www.VictorAntonio.com

Aug 17, 2017
#109 - I Need to Do More Research
11:35

How many times has a client said to you, "I need to do more research?"  Probably too many times.  In this podcast we address this objection.  www.VictorAntonio.com

Aug 17, 2017
#108 - Don't Punish Your Salespeople
10:01

How do you deal with non-performing salespeople?  Should you punish them?  If not, what should you do?  www.VictorAntonio.com

Aug 14, 2017
#107 - Build Your Sales Confidence
11:06

How can you build your sales confidence?  How can you sell more without discounting your price?  Do you REALLY know your product's value? Find out in this Sales Influence Podcast. www.VictorAntonio.com

Aug 10, 2017
#106 - Why Prospects Don't Call Back
12:36

Why don't prospects call back?  What can you do to get your calls returned?  It's this simple on this Sales Influence Podcast!  www.VictorAntonio.com

Aug 08, 2017
#105 - Close the Sale There!
11:14

Shortening the sales cycle and getting client commitment requires that you accelerate the sale or else risk the sales dying on the vines.  www.VictorAntonio.com

Jul 26, 2017
#104 - The EASY Sale
10:41

Selling is about getting the client to say yes with minimal effort.  To sell more requires that you take advantage of the easy sales.  www.VictorAntonio.com

Jul 26, 2017
#103 - Preparing Your Champion
11:35

Getting someone to believe in your product or service is NOT enough.  You have to prepare them to fight for you when you're not there.  www.VictorAntonio.com

Jul 26, 2017
#102 - Cruising Into The Close
11:23

Learn how to put yourself into the client's position.  See things from their point of view in order to CLOSE more effectively.  www.VictorAntonio.com

Jul 20, 2017
#101 - 12 Month Sales Challenge
10:53

How can you improve?  How can you get better at selling?  What specific thing can you do to be more effective?  Find out in this Sales Influence Podcast.  www.VictorAntonio.com

Jul 20, 2017
#100 - What is Your Time Worth?
12:28

What is Your Time Worth?  Do you know how to calculate your hourly value?  In this Sales Podcast you'll learn how much a lunch is really costing you.  www.VictorAntonio.com

Jul 15, 2017
#099 - Cold Calling Numbers
10:06

How many clients do you need to speak with to hit your sales number?  How do you calculate your annual income?  Learn how to reverse engineer your number.  www.VictorAnotonio.com

Jul 13, 2017
#098 - Qualifying at Tradeshows
12:28

If you attend tradeshows and what to find out how to qualify sales leads, this is the podcast for you!  www.VictorAntonio.com

Jul 08, 2017
#097 - Don't Lose Your Ass
10:12

What happens when you listen to other people?  How does it impact you?  Find out in this sales influence podcast.  www.VictorAntonio.com

Jul 05, 2017
#096 - Close On The Presentation - Sales Influence Podcast #SIP
10:56

How do you nail the client down for a date to do a presentation?  What would you say?  Find out in this sales influence podcast!  http://www.VictorAntonio.com

Jun 27, 2017
#095 - Afraid to Cold Call?
13:22

Afraid to make the cold call?  Don't understand why you won't call?  www.VictorAntonio.com

Jun 26, 2017
#094 - Hiring the Right Salesperson
11:10

Are you frustrated at hiring salespeople that don't work out? What can you do to hire the right salesperson?  Find out in this podcast!  http://www.VictorAntonio.com

Jun 24, 2017
#093 - Starting a Conversation
10:11

How do you start a sales conversation?  How do you keep it going?  The best salespeople know how to build rapport through great conversation.  http://www.VictorAntonio.com

Jun 19, 2017
#092 - Simplest Sales Tactic
11:05

How can you close more deals?  In this Sales Influence podcast, I reveal ONE simple strategy you can use to close more sales!  www.VictorAntonio.com

Jun 14, 2017
#091-Sales Compensation Matters
11:25

How can you keep your team motivated?  Should you design a compensation plan to motivate them?  Find out on this Sales Influence Podcast.  

Jun 14, 2017
#090 - The Profit Center
11:36

Who is the most important person in your business?  Who is the only one who is NOT cost center?  Find out in this Sales Influence Podcast.

Jun 10, 2017
LIVE - How to Sell
59:22

Learn how to sell to business, consumers, and homeowners using 3 simple sales models.  www.VictorAntonoi.com

Jun 09, 2017
#089 - Corner Your Client
13:08

To close a sale, it's necessary to corner you client by getting them to divulge key information to help you close the deal.  Here's how you do it in this Sales Influence Podcast.  www.VictorAntonio.com

Jun 09, 2017
#088 - Are Salespeople Born or Made?
11:13

Are salespeople born (nature) or are they made (nurture)?  What percentage are natural salespeople?  Find out in this Sales Influence Podcast.

Jun 07, 2017
#087 - When to Walk Away
11:36

When is it time to walk away from a potential deal?  How do you know it's the right time?  Find out on this Sales Influence Podcast.

Jun 03, 2017
#086 - How to Follow UP
11:12

When is a good time to follow up?  What's the best way to follow up?  Find out on this Sales Influence Podcast! 

Jun 03, 2017
#085 - We'll Get Back to You
12:52

We all hate when a client says, "We'll get back to you."  Here's how you handle that situation.  www.victorantonio.com

May 28, 2017
#084 - Predictable Prospecting System

If you need to acquire or prospect for new sales leads, use this predictable prospecting system to get started.  www.VictorAntonio.com

May 24, 2017
#083 - Ask Permission or Not?
11:02

When you cold call someone and manage to get them on the phone, should you ask them for permission to speak or not?  www.VictorAntonio.com

May 18, 2017
#082 - 3 Key Qualifying Questions
11:15

Here's Grant Cardone's take on asking qualifying questions to see where the prospect stands. www.VictorAntonio.com

May 15, 2017
#081 - Kill the Sacred Cow
11:31

In order to grow, we have to let go or KILL our dependency on that which holds us back.  www.VictorAntonio.com

May 15, 2017
#080 - Trust = Sales Speed
11:37

Gaining a client's trust is key when it comes to selling faster!  www.VictorAntonio.com

May 09, 2017
#079 - Qualify and Close the Sale
10:52

Most salespeople wait til the end to attempt to close a sale.  There's a BETTER way!  www.VictorAntonio.com

May 06, 2017
#078 - Focus on How, Not What
10:07

In this sales influence podcast we focus on the importance of talking about HOW, not just the WHAT!  www.VictorAntonio.com

Apr 27, 2017
#077 - 5 Ways to Quantify Value
09:41

Selling a B2B type product requires you to go beyond features and benefit and quantify the actual cost savings your product or service offers.  Here are five ways to do that!  www.VictorAnotnio.com

Apr 24, 2017
#076 - Bad Sales Approach!
10:16

Sometimes we get stuck using sales approaches that no longer apply to what we're selling or HOW we sell.  Here's a perfect example and what you can learn from it.  www.VictorAntonio.com

Apr 20, 2017
#075 - 3 Elements of a Great Story
10:00

Here are three elements to develop a compelling story and reason for people or customers to listen to you.  www.VictorAntonio.com

Apr 17, 2017
#074 - Network Marketing Recruiting
10:20

If you're in network marketing, it can be hard to convince people that it's a legitimate business that has to be worked.  Here's how you deal with dreamkillers.  www.VictorAntonio.com

Apr 12, 2017
#073 - When Clients Leave
09:49

When a client leaves and goes to our competitor our first reaction is to think that they got a better deal on price.  But the issue may be more complicated than that.  www.VictorAntonio.com

Apr 11, 2017
#072 - When to Walk Away
10:31

sales training selling podcast victor antonio

Apr 10, 2017
#071 - The R.I.T.E. Presentation
07:55

Telling a great story will get the client's attention.  Telling the R.I.T.E. story will get them to open their wallets.  Here's how you do it.  www.VictorAntonio.com

Apr 07, 2017
#070 - Selling the Switchover
10:06

sales training, sales influence, selling, sales tips

Apr 06, 2017
#069 - How Much is It?
10:36

Sales Influence Podcast: What do you do when a client ask, "How much is it?" without knowing the full extent of what you offer?  How do you answer this question?  What should you say? What should you do?  To be effective at selling, here are some sales tips.  www.VictorAntonio.com

Apr 05, 2017
#068 - Bad, Bad Closer
11:55

Here's an example of a salesperson who doesn't know how to close and a company who failed to train them properly.  www.VictorAntonio.com

Apr 04, 2017
#067 - Changing Compensation Plans
10:58

One of the worse things you can do to a productive salesperson is changing their compensation plan ESPECIALLY when they keep exceeding quota.  www.VictorAntonio.com

Apr 02, 2017
#066 - Disadvantage of Youth in Sales
12:07

Being young in sales can be tougher when you're trying to sell a high-end product or service.  So what can you do?  Check out this Sales Influence podcast to find out.  

Apr 02, 2017
#065 - Scaling Your Business 3/3
09:31

Scaling your business requires a strict plan of attack in how you approach the market.  How can you scale your business?  What's the revenue potential per market segment?  What about verticals?  www.VictorAntonio.com

Mar 30, 2017
#064 - Scaling Your Business 2/3
09:24

Scaling your business requires a strict plan of attack in how you approach the market.  How can you scale your business?  What's the revenue potential per market segment?  What about verticals?  www.VictorAntonio.com

Mar 27, 2017
#063 - Scaling Your Business 1/3
10:45

In this 3 part series, I'm going to show you how to scale/grow your B2B company by using distribution channels.  www.VictorAntonio.com

Mar 25, 2017
#062 - Take Control, Don't Be Helpless
11:13

In this podcast I talk about Dr. Martin Seligman's work on Learned Helplessness and how it can impact you in your personal life or career.  www.VictorAntonio.com 

Mar 23, 2017
#061 - Victor Unplugged
01:16:21

In this podcast I'm interviewed by Adicto Al Exito (addicted to success) where I speak openly about my career in sales and with my show Life or Debt.  www.VictorAntonio.com

Mar 21, 2017
#060 - Making the Shortlist
10:25

B2B Sales - Making the Shortlist as a Vendor is tough.  In this sales influence podcast I share some data from Circle Research that may surprise you on how buyers go about choosing a vendor.  http://www.VictorAntonio.com

Mar 20, 2017
#059 - A Noble Profession
09:08

Sales is a noble profession.  Real selling isn't about taking advantage of others, but selling value to create more value.  Here is what I mean.   www.VictorAntonio.com

Mar 18, 2017
#058 - How to Set Pricing
09:12

How to Set Your Price for your product or service in the market using the Gabor-Granger Pricing Model.  www.VictorAntonio.com (sales, sales tips, sales training)

Mar 15, 2017
#057 - Overwhelming Clients = No Decision
10:11

Sometimes we overwhelm our clients with so much information that it causes them not to make a decision.  Here are some tips to avoid doing that!  www.VictorAntonio.com

Mar 13, 2017
#056 - Sales Velocity
09:34

In this podcast I define how to measure and achieve sales velocity by monitoring and improving on 4 levers or KPIs.  www.VictorAntonio.com

Mar 11, 2017
#055 - Why We Make Bad Choices
10:34

We have to ways of processing information; the reflective and reflexive brain.  Each operates differently and understanding how this influences the decision-making proceseses are made is important.  www.VictorAntonio.com

Mar 08, 2017
#054 - Building Trust
11:02

Buyers or clients need to able to trust if you want them to buy from you.  In this podcast I discuss 7 ways to build your trustworthiness! www.VictorAntonio.com

Mar 06, 2017
#053 - 7 Traits of a Sales Leader
10:19

Here are 7 things every great sales leader or manager should do if they wish to command the respect of their salespeople.  www.VictorAntonio.com

Mar 04, 2017
#052 - More Time to Sell More
09:00

I'm going to show you two strategies that will give you time to sell more and hit your quota.  http://www.VictorAntonio.com

Mar 01, 2017
#051 - The New Sales Imperative
09:59

In this podcast I review an article in the Harvard Business Review title The New Sales Imperative from the CEB; organization responsible for books like The Challenger Sale and the Challenger customer.  Here's the link to the article:  https://hbr.org/2017/03/the-new-sales-imperative

Feb 28, 2017
#050 - Know Your Numbers
10:28

In selling, you have to know your numbers.  How many calls are you making a day?  How many calls are converting to appointments?  How many appointments are garnering a sale?  Why is this important?  Listen to today's podcast to find out.  www.VictorAntonio.com

Feb 27, 2017
#049 - Number 1 Sales Mistake
10:04

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

Feb 27, 2017
#048 - Stop Managing Your Salespeople
10:04

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

Feb 23, 2017
#047 - 90 Day Sales Mindset
10:31

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

Feb 18, 2017
#046 - Small Business Sales Problem
10:29

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

Feb 17, 2017
#045 - Five Things to Look for in a Company
11:09

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

Feb 16, 2017
#044 - Two Modes of Thinking
11:25

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

Feb 14, 2017
#043 - Why You Should Be In Sales
11:24

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

Feb 09, 2017
#042 - Social Media Sales Funnel
10:50

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

Feb 07, 2017
#041 - Get Rid of Low Profit Clients
12:08

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

Feb 01, 2017
#040 - Five Elements of a Winning Presentation
11:25

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

Jan 27, 2017
#039 - Should You Be in Sales?
11:54

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

Jan 25, 2017
#038 - Stop Conditioned Discounting
10:39

How to deal with clients who always want discounts.  www.VictorAntonio.com

Jan 17, 2017
#037 - Pricing Concerns Changes over Time
10:09

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

Jan 11, 2017
#036 - The Best Sales Style
09:09

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.

Jan 09, 2017
#035 - SPIN Selling
10:19

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

Jan 06, 2017
#034 - Retail Sales Influence
10:39

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

Jan 04, 2017
#033 - Sell 48% More
10:17

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:

  1. Having an established sales process of what needs to happen to advance the sale allows the salesperson to be prepared 
  1. 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
  1. Training new salespeople and getting them up to speed becomes easier when a process is already in place

 

Jan 02, 2017
#032 - 3 Ways to Block Your Competition
11:00

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.  

Dec 19, 2016
#031 - Get Clients to Like You
10:53

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

Dec 13, 2016
#030 - Case Study - Selling Solar Panels
10:33

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.

Dec 05, 2016
#029 - 4 Keys to Selling Value Service
10:07

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

Dec 02, 2016
#028 - Why Clients Need More Information
10:35

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

Nov 29, 2016
#027 - Shut Up and Sell More
09:59

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

Nov 25, 2016
#026 - Change YOUR Sales Behavior
09:50

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

Nov 21, 2016
#025 - Voter & Seller Preference
10:01

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.

Nov 09, 2016
#024 - Selling Today: Interview with Victor Antonio
49:35

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

Nov 08, 2016
#023 - What Do You Do?
11:05

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.

Nov 01, 2016
#022 - 7 Ways to Avoid Discounting
10:28

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

Oct 25, 2016
#021 - Increase Your Average Order Size
10:03

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

Oct 21, 2016
#020 - Train Your Salespeople to Think
11:47

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

Oct 17, 2016
#019 - Don't Psyche Yourself Out
10:00

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

Oct 13, 2016
#018 - Getting Clients to CHANGE their Minds
10:34

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

Oct 10, 2016
#017 - Avoid Sales Burnout!
10:01

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.  

Sep 29, 2016
#016 - Black Box of Selling
09:20

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

Sep 27, 2016
#015 - Sales Excellence (Special)
13:28

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

Sep 24, 2016
#014 - Sell Like a Squirrel
10:30

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

Sep 22, 2016
#013 - Brain Pain = More Sales
11:05

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.

Sep 17, 2016
#012 - Cost of LOSING Clients
09:51

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

Sep 15, 2016
#011 - STOP Competitors from Bad Mouthing You!
09:55

 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

Sep 11, 2016
#010 - "Your Price is Too High" Objection
09:57

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. 

Sep 04, 2016
#009 - "Let me think about it" Response
09:54

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.

Aug 28, 2016
#008 - Your Presentation Style
09:34

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.

Aug 23, 2016
#007 - 10 Sales Presentation Tips
08:37

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.

Aug 21, 2016
#006 - Getting Clients to SWITCH
07:53

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.

Aug 16, 2016
#005 - 4 Types of B2B Buyers
10:02

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.

Aug 10, 2016
#004 - Finding B2B Target Clients
10:19

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.  

Aug 03, 2016
#003 - 5 Mistakes Managers Make in Selling
10:40

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 

Aug 01, 2016
#002 - WHY Clients Don't BUY
10:10

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

Aug 01, 2016
#001- How to Rescue a Struggling Salesperson
12:00

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

Aug 01, 2016