Sales Influence - Why People Buy!

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