Sales Influence Podcast

Latest Episodes:

#036 - The Best Sales Style Jan 09, 2017

Show notes

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.

#035 - SPIN Selling Jan 06, 2017

Show notes

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

#034 - Retail Sales Influence Jan 04, 2017

Show notes

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

#033 - Sell 48% More Jan 02, 2017

Show notes

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

#032 - 3 Ways to Block Your Competition Dec 19, 2016

Show notes

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.

#031 - Get Clients to Like You Dec 13, 2016

Show notes

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

#030 - Case Study - Selling Solar Panels Dec 05, 2016

Show notes

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.

#029 - 4 Keys to Selling Value Service Dec 02, 2016

Show notes

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

#028 - Why Clients Need More Information Nov 29, 2016

Show notes

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

#027 - Shut Up and Sell More Nov 25, 2016

Show notes

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

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