Sales Influence Podcast (Victor Antonio)

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 is some bad advice, when the client says no, just keep selling.  Find out why on this episode of the Sales Influence podcast.

How saying no will help you get to your goals faster n this episode of the Sales Influence podcast with Victor Antonio.

Selling in a Recession #9 -  Reactivate Old Clients with Victor Antonio at http://www.VictorAntonio.com
This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

#sellinginarecession #recession #prospecting

We live in a world where a great relationship isn't enough to close the deal.  Here's why on the Sales Influence Podcast with Victor Antonio.

Here's how you get folks to turn their cameras on so you can connect.

Dan Jourdan is known as the 'sales energizer'!  In this Sales Influence podcast I uncover what made him who he is today and why he values working with Small to Medium size Businesses (SMBs) in helping them get their revenue house in order.  This is a great interview with a few personal moments that I think you're going to enjoy!

Stakeholder Framework

🎯 The MUTE acronym (Management, User, Technical, Economic buyers) provides a comprehensive framework for identifying and addressing key stakeholders in the sales process.

🔍 Stakeholders are distinguished from buyer personas by their actual decision-making responsibility within the company, making them crucial targets for sales efforts.

Buyer Concerns

💼 Management buyers (executives and above) are essential for ultimate decision-making, while User buyers focus on practical application of the product or service.

🔧 Technical buyers evaluate interoperability, upgradeability, expandability, and compatibility of products with existing systems, as well as long-term maintenance.

💰 Economic buyers (purchasing department) prioritize price, breakeven points, return on investment, and return on assets when considering a purchase.

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

How do you start a meeting to build instant rapport?  Here's a strategy to help you on this Sales Influence podcast.

My sales turning point in this Sales Influence Podcast with Victor Antonio.

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.

Let's talk about money in this sales influence podcast with Victor Antonio

In this conversation with Robert Rose, we jump into the buying experience and marketing roles in the new digital era.

Here's my quick review of Damon Zahariades' book, The Art of Saying No,....3 ways to do it.

Strategic Targeting

1. 🎯 Target high-level executives like directors, VPs, and CEOs as they are typically more open to new ideas and willing to listen, despite being harder to reach.
   
   
2. 🧠 Create an ideal client persona based on specific roles (e.g., VP of Sales) and their motivations and pain points to tailor your approach effectively.

Empathy and Alignment

1. 🤝 Empathize with executive challenges, such as a VP of Sales needing to generate an additional $5 million while hitting a $50 million target, to build rapport and address concerns.
   
   
2. 📊 Understand the pressures and thought processes of executives, like a VP of Sales analyzing pipeline and forecast to achieve a 10% revenue increase, to align your product or service with their goals.

Decision-Making Focus

1. 🔑 Connect with the right decision-maker who has the authority to make high-level decisions, enabling you to bypass gatekeepers and have more impactful conversations.

Forget the USP, try the UAP,...it's more effective in selling.  More on this topic in this week's episode of the Sales Influence Podcast with Victor Antonio.

Selling in a Recession #10 -  Oust Your Competition with Victor Antonio at http://www.VictorAntonio.com
This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

#sellinginarecession #competitor #competition

Effective product demos should be customer-centric, focused on framing the issue, showing how it applies to the client, and discussing the issue resolution, while also structuring the presentation to tell them, show them, and then tell them what you just told them.

• Presenting a simple formula for effective product demos by layering more value on top of basic presentation skills.
• Presenting a demo sequence should focus on being customer-centric, framing the issue, showing how it applies to the client, and discussing the issue resolution.
• Show how to view sales activities and revenue quickly and easily to save time and access information efficiently.
• Resolve the issue by structuring your presentation to tell them, show them, and then tell them what you just told them, creating mini structures within a larger presentation.
• Imagine how easy it will be for you to have quick access to information and meaningful conversations with your salespeople.
• Use the same structure to address multiple customer issues by identifying and resolving them one by one.
• Show customers that your software is easy to use, provides timely information, and tell a story through your demo to properly showcase your product's features.
• Fast classes on the platform offer 15-20 minute content for sales training, and the key to being a great speaker is to make the client look good, not oneself.

Summary for: https://youtu.be/08emzbC8WUE by Eightify

Targeting the right customer will improve your chances of selling more,...effectively.  Find out how to define your client in this episode of the sales influence podcast with Victor Antonio.

In this episode of the Sales Influence podcast, Victor talks about how to create open sales loops to get the client to lean in and be curious to learn more.

When a buyer or prospect reaches out (inbound lead) to you after doing their research, there are only 3 things they want from you.  #salestip #customerjourney

This is about staying focused on what it is you want to do and want...avoiding the pessimism!

Being able to identify what type of buyer you're dealing with will help you personalize your presentation with Sales Expert Victor Antonio

Customer Empowerment

🔍 Provide options and agency instead of direct answers to give customers freedom to choose and a sense of control.

🤝 Frame questions as "A or B" choices rather than giving single answers to help customers feel less trapped.

Sales Technique

💡 Use "sales agency" approach by offering alternatives and options when asked for opinions.

🎯 Avoid telling customers what to do, instead present multiple possibilities for consideration.

Customer Psychology

🧠 Giving options helps customers feel more in control of their decisions and less pressured in the sales process.

Selling in a Recession #4 - Use Retention Strategies with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with its downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #retention

Selling in a Recession #8 - Receptive Decision Makers with Victor Antonio at http://www.VictorAntonio.com
This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

#sellinginarecession #recession #decisionmakers

Interview on the Avanti Entrepreneur podcast with host Dave Mamanno and guest Victor Antonio on the topic of Selling.

In this podcast I review Andy Paul's new book, Sell Without Selling Out!

The client says, "I'm busy call me later."  What do you do?

Jeremy Miner understands what it takes to not push, but persuade customers in the world of selling.  Join me as we talk about all things sales on this Sales Influence Podcast.

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

It's not easy getting a prospect from No to Yes; very hard.  But, it's much easier to first get them to maybe before the yes.  Learn how in this episode of the Sales Influence Podcast with sales trainer and expert Victor Antonio.

Here are a few more upselling conversation starters in this second installment of the sales influence podcast with Victor Antonio.

When talking to a client, let talk about how to detect when someone is trying to verbally bully in this episode of the Sales Influence Podcast with Victor Antonio

On this week in sales we’ll be looking at:

• All the sales tech companies getting funding (the market is booming)
• Chorus.ai doing conversational intelligence within Zoom meetings
• Outplay gets $7.3M from Sequoia Capital India to help outbound sales team scale their campaigns
• Can Sales Assessments Help Address High Sales Turnover Rates?
• Corporate Visions Launches New Sales Engagement Services Solution for Expanding Inside Selling Teams
• The End of the Traveling Salesman? Covid’s Permanent Transformation of the Sales Industry

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

EP20 - THIS WEEK IN SALES The ever so brilliant @WillBarron and I talk about the following headlines:

Only 23% of B2B sales reps say they sell as well virtually as offline - @gartner

Can B2B sales be automated, and can bots make sales reps more effective? @oracle

Amid rise in Remote Work, Dooly announces $25.5 MILLION to scale sales enablement platform @dooly

According to Salesforce’s 2019 State of Sales Report, the average salesperson spends 34 percent of their day selling.

Half of sales leaders say the failings of their customer relationship management (CRM) platform are leading to lost revenue opportunities @sugarcrm

REMINDER: Go to ThisWeekInSales.com and leave us some feedback

ATD’s New State of Sales Training Shows Trends in Learning Spending, Hours for Salespeople

Female salespeople are 23% less likely to be offered financial bonuses than male colleagues, according to @hubspot

Book Review: “Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress” by Bob Moesta

And, an update on Will's new dog who apparently is having digestive issues :-)

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

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

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)

Being able to read another person or client can be easier if you learn to listen with your eyes; more on this episode on the Sales Influence Podcast with Victor Antonio

Psychological Techniques for Sales

🧠 Acknowledging potential resistance with phrases like "I know you might not want to" can lower buyer resistance and increase agreement rates by up to 50%.

🕰️ Offering flexible options and acknowledging time constraints (e.g., "Maybe now isn't a good time, but can we meet Monday for 30 minutes?") removes prospects from "reactance mode" and gives them a sense of freedom to choose.

Effective Communication Strategies

💬 Using variations of "I know you might not want to" followed by a request (e.g., "would you be willing to start next week?") can effectively frame sacrifices and increase compliance.

🤝 Recognizing the potential sacrifice for the client while highlighting long-term benefits (e.g., "it will save you headaches and money") can improve the likelihood of closing a sale.

Time Management in Sales

⏱️ Proposing brief, specific time commitments (e.g., "5-10 minutes next week") when acknowledging a prospect's busy schedule can make requests seem more manageable and increase the chances of securing a meeting.

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

How to coach!  www.VictorAntonio.com

On this week in sales we’re looking at:

- Why you’re more likely to have a CEO jump on your sales call because of the pandemic
- Why sellers don’t influence buyers as much as they think they do
- We’ll discuss a new study that shows that almost half of CRM data is complete rubbish

And much more!

Your hosts: Will Barron and Victor Antonio

As salespeople our time is valuable.  Here are four ways you can gain more time to sell more in this episode of the Sales Influence Podcast.

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

Let's talk about the biggest flaw most salespeople have is giving away value by discounting their product or service in this episode of the Sales Influence Podcast with Victor Antonio.

This Week in Sales with Victor Antonio and Will Barron.  On this week in sales we’ll be looking at:
- New research shows that being honest about price leads to bigger deals
- Microsoft is coming after Salesforce’s CRM dominance
- Fractional management
And much more!

Brands mentioned:

Salesforce, Microsoft, Copper, SalesGeek (🤓 Richard Few - FISM, Jonathan Finch - FISM), VanillaSoft (Darryl Praill), Google, Zoho CRM, Netflix.

Let me show you what a bad voicemail sounds like and want a winning voicemail should sound like.  I learned this tactic from Jeff Shore's new book, Follow Up and Close the Sale.  

Jeremy Miner, Sales Trainer and founder of 7th Level Interviews Victor Antonio on sales and artificial intelligence.

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.

Here are 4 ways to overcome price objections: 1) Compared to what 2) Cost of Inaction 3) Price versus Cost 4) Down selling

There are several ways to lift the value of your proposal so clients or customers can see the real value of your product or service.

Selling in a Recession #5 - Relieve Client Pressure with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #clientrelief

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

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

It's not always possible to be the best, but you can be in the top 25% and that's okay.  Why?  Find out in this episode of the Sales Influence Podcast.

When a client goes with a competitor, whose fault is it?  Well, there's only one place to look!  More on this in this Sales Influence Podcast.

Joe Ardeeser, founder SmartPricingTable.com talks about helping businesses build better proposals to win bigger deals more often on this episode of the Sales Influence podcast. 

In this episode, I speak with sales consulting Luigi Prestinenzi, Sales IQ who's going to share some ideas on how to land the #bigdeal.

Find out what I mean when I say LinkedIn Loonies and why you should never be one.  This and more on this special of Let's Talk Sales with Victor Antonio.

How can you connect with a client?  By keeping it REAL: Rapport, Empathy, Authenticity and Likability.  All this and more in the Sales Influence Podcast.

In selling, there will always be those days when you simply can't get anything right.  The question is, "How can you change that?"  Find out in this week's podcast.

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

This is one of the best conversations I've had with a fellow speaker who in my opinion 'gets it'!  I ask Marcus Sheridan, author of They Ask, You Answer about his approach to training and speaking, especially when it comes to audience interaction.  Marcus talks about blocking objections, framing conversations, and handling 'hostile' audience members.    #marcussheridan #salesinfluence

Selling in a Recession #17 -  Categorize Your Clients with Victor Antonio at http://www.VictorAntonio.com

This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves.  Selling in a crisis brings with its downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

#sellinginarecession #recession #cxoleverage

Here are 3 ways that you can get people to believe in you on this sales influence podcast.

If Amazon are going to take over B2B sales
Salesforce on it’s cloud 3.0 strategy

Advertisers: Now’s The Time To Reconnect With Consumers Through First-Party Data

Chorus.ai's Conversation Intelligence Platform Receives North America Customer Value Leadership Award from Frost & Sullivan

New tech Start-up “Touch” ready to save salespeople half a billion hours of wasted time each year

Creating and sharing valuable, targeted content that addresses customer needs and questions can establish authority, drive traffic, and enhance conversion rates for your website.

• 00:00 📈 Create and share valuable content online to establish yourself as an authority and attract more traffic and leads to your website.
• 01:07 🔍 Understand your customers' common problems and questions to create targeted content that addresses their needs.
• 01:41 📝 Catchy title templates can enhance your content by addressing common customer questions and filling in the blanks for articles, blogs, or podcasts.
• 02:31 📝 Create engaging content by addressing customer comparisons, timing questions, handling inquiries, and problem-solving solutions related to your products or services.
• 04:00 💡 Generate engaging content ideas by addressing common questions and concerns about your product, such as effectiveness and key considerations before purchase.
• 05:00 📝 Commit to creating weekly content by addressing common client questions and solutions to enhance your online presence and attract customers.
• 06:25 📈 Creating engaging content like articles and podcasts drives traffic to your website, significantly boosting conversion rates as visitors are already familiar with your brand.
• 07:11 🎤 Great speakers prioritize their audience's needs and success over their own appearance or performance.

Summary for: https://youtu.be/h448vRCBImg 

In selling, you have to be fearless in all aspects of selling.  Never be afraid of asking for the order.  Here's how...

What is the Greatest Management Principle in business?  Find out on this episode of the Sales Influence Podcast with Victor Antonio.

TLDR: High-performing salespeople possess verbal acuity, are achievement-oriented, power users, have a dominant style, and are inwardly pessimistic, working collaboratively with high morale and accountability. 1. 00:00 Strong salespeople have verbal acuity, which determines their level of access within a company. 2. 01:27 High performers in sales have better verbal communication skills, are achievement oriented, and often have a background in individual or team sports. 3. 02:37 High performers use tools like CRM at a higher rate than low performers, which increases their chances of managing sales. 4. 03:17 Strong salespeople are dominant and proactive, while weak salespeople are submissive and reactive in their sales approach. 4.1 High performers have a relaxed dominant style in sales, while low performers have an anxious submissive style. 4.2 Weak salespeople are submissive and reactive, while strong salespeople are dominant and proactive in guiding the conversation. 5. 04:53 High performing salespeople have a higher degree of inward pessimism, which leads them to question deals more and qualify higher, despite projecting an outwardly optimistic attitude. 6. 06:10 High performers collaborate with sales managers on strategy and tactics, while low performers rely on managers for help, and high performers thrive in a company with defined moral compass and accountability. 7. 07:28 High-performing salespeople possess verbal acuity, are achievement-oriented, power users, have a dominant style, and are inwardly pessimistic, working collaboratively with high morale and accountability. 8. 08:32 Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone to make the client look good.

In this Sales Influence podcast, I talk about making your meetings more dynamic in this virtual era.

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

Selling in a Recession #15 - No Discounting with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with its downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #discounting

Luigi Prestinenzi's sales story is truly a remarkable one!  Learn how a real sales self-motivator thinks and what drives him to be the best of the best at selling on this Sales Influencer series.

Matthew Pollard followups his Introvert's Edge to Selling with Introvert's Edge to Networking.  This is a great interview where I uncover how Matthew went from introvert to being a great communicator and leader on this Sales Influence Podcast.

On this week in sales we’ll be looking at: 

• Gong.io who isn’t content at just analyzing your phone calls, they want to analyze your video calls as well
• How 5g technology is going to change sales
• And why you might want to start texting your buyers

En este episodio de Influencia en Ventas hablo con un gran motivador y emprendedor, Milton Olave donde exploramos las raices del exito y como la confianza es clave.

Beware of the Disappointment Dip in this Sales Influence Podcast with Victor Antonio.

Setting the tone for any sales meeting is important to make it productive.  In this Sales Influence Podcast I'll show you how to get everyone engaged and contributing to a great virtual sales meeting.

Employee Engagement and Retention

🔍 24% of inside salespeople are actively seeking new jobs due to poor compensation plans, bad managers, and lack of respect and appreciation, according to a Gartner study.

📊 A Gallup study reveals that 2/3 of employees are disengaged, costing the US economy $605 billion annually, with 25% actively job hunting.

Effective Management Strategies

👥 Highly skilled managers prioritize compensation, meaningful work, growth opportunities, and collaborative environments to boost employee engagement and retention.

💼 Creating an employee value proposition encompassing compensation, career path, and collaborative environment helps managers "sell" employees on staying and drives engagement.

🌟 Good managers listen, empathize, provide growth opportunities, give purpose, and foster a winning culture through compensation, career path, and collaborative environment.

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

In this Sales Influencer Series, I interview John Barrows who drops some real nuggets on how selling has changed.

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.

What is Positive Intelligence?  I sit down with Adam McGraw and talk about how we are our own worse enemy at time.  This and much more on this special edition of the Sales Influence Podcast.

This is a LIVE STREAM recording with Victor Antonio focusing on how to Build Your Own Business.  Great concepts and ideas to help you become better at your business OR get started!

Sales influence Podcast with Victor Antonio

Using social media to sell more. Victor Antonio

Here are three things you need to do during a sales demo to be able to sell with ease on this Sales Influence Podcast with Victor Antonio.

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

Building decision-making confidence in customers is crucial for sales success, and sales influence comes from clarifying the differences between products and helping customers build decision confidence.

• Building decision-making confidence in customers is crucial for sales success.
• Researching lighting systems online, found a helpful video comparing two options, which increased my confidence in making a buying decision.
• One person did a side-by-side comparison of two lighting systems, visually showing the differences in brightness, pros and cons, and price.
• The customer chose the cheaper option after considering the accessories and her specific needs.
• Choose between cheaper and more expensive options based on your needs and priorities for managing cords and travel.
• Customers need to feel confident in their decision-making process, and sales influence comes from clarifying the differences between products and helping customers build decision confidence.
• B2B buyers with high decision confidence are more likely to choose a premium offering, but situational needs also play a significant role in the decision-making process.
• Great speakers deliver real content, engage the audience, and motivate them, always making the client look good.

Summary for: https://youtu.be/LTt-qGcwq5w 

In this Sales Influence podcast I interview Michael Solomon, author of The New Chameleons where we talk about how the buyers have changed so we need to change our sales approach.

In this episode of the Sales Influence podcast, Victor talks about upsell conversation starters to use during sales pitches. 

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

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