399 - Training for Results
3 Step Training Formula for training people or doing a workshop.
Apr 29, 2022•5 min•Ep. 399
Sales Influence Podcast
Today's buyer is more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How Clients Buy" by using the latest studies in consumer behavior and neuromarketing to sell more effectively!
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Episodes
398 - Strong vs Weak Salesperson
What makes a strong vs. weak salesperson? Find out on this Sales Influence Podcast.
Apr 28, 2022•10 min•Ep. 398
How to Sell Training & Services (R102)
Understand the customer's pain points: - Help them close deals - Leverage good leads - Long Sales Cycles - Average deal size - Not enough sales activities - Can't demo value - Bad presentation skills - Upselling and Cross-Selling - No Follow-Up - Getting referrals - Good Salespeople - Can't sell value, not price
Apr 26, 2022•11 min
397 - Guaranteed RFP Win
Guaranteed RFP Win on this episode of the Sales Influence Podcast.
Apr 26, 2022•8 min•Ep. 397
396 - Closing Service Deals
Closing Service Deals with Limited Contract or contractual obligation. #servicesales #servicedeals
Apr 26, 2022•8 min•Ep. 396
395 - Price Increase Conversation #10 - Adding Value
Price Increase Conversation #10 - Adding Value. #priceincrease
Apr 26, 2022•4 min•Ep. 395
394 - Price Increase Conversation #9 - Using a Reward System
Price Increase Conversation - Using a Reward System. #priceincrease
Apr 26, 2022•4 min•Ep. 394
393 - Price Increase Conversation #8 - Down-Sell the Deal
Price Increase Conversation tactic #8 is knowing how to down-sell using the good, better and best approach.
Apr 08, 2022•7 min•Ep. 393
392-Price Increase Conversation #7 - Using Tradeoff
Price Increase Conversation using Trade-Offs #7
Apr 03, 2022•5 min•Ep. 392
12 Months Sales Challenge to Win Big (R101)
Here are 12 things you can do to win big at sales: Positive Mental Habits Product Knowledge Define Your Target Market + Buying Habits Define Your Sales Process Presentation Skills Influence and Persuasion Techniques Pricing and Closing Prospecting Pipeline Management (CRM) Handling Objections Upselling and Cross-Selling Follow-Up and Referrals
Mar 25, 2022•11 min
390 - Price Increase Conversations #5 - Price Creeping
In this episode of the Sales Influence podcast, Victor gives you some good tools for selling the price increase using the PRICE CREEPING method when framing the price conversation with your clients.
Mar 23, 2022•5 min•Ep. 390
389 - Price Increase Conversation #4 - Extend and End
Use this 'Extend and End' strategy to get clients used to accepting a higher price over time in your pricing conversations.
Mar 23, 2022•6 min•Ep. 389
388 - Price Increase Conversation #3 - Anchoring the Price
In a price increase conversation, anchoring a price can help you nudge the client to accept the new pricing. Here's how you sell the price increase with anchoring!
Mar 22, 2022•7 min•Ep. 388
What is Your Time Worth - Victor Antonio (R100)
Part of owning your time is knowing what its value is. Time management is also money management. Sales Influence Podcast with Victor Antonio (R100)
Mar 18, 2022•12 min
387 - Price Increase Conversation #2 - The DRIP Method
Sometimes it's best to mention the possibility of a price increase to get clients use to the idea that one is coming. Here's who you use the Drip Method.
Mar 11, 2022•5 min•Ep. 387
386 - Price Increase Conversation #1: Tell Them Why
Price Increase Conversation #1: "Tell Them Why" highlights that customers or clients will be more accepting of a price increase if they know why and how it will benefit them.
Mar 10, 2022•4 min•Ep. 386
385 - Sales Tools vs Sales Fools
As we begin to incorporate more tech into our stack, we need to be smarter.
Mar 04, 2022•7 min•Ep. 385
384 - Aim for Success
This is about staying focused on what it is you want to do and want...avoiding the pessimism!
Mar 04, 2022•9 min•Ep. 384
383 - Price Increase Conversations
Price increase conversations is a skill we all need to develop for today's salespeople.
Mar 04, 2022•16 min•Ep. 383
ABC - Attitude Behavior Consequence
In this Behind the Wheel episode, I look at ABC, Always be Closing....no. How your attitude will drive your behavior which will eventually determine your consequence or outcome.
Feb 16, 2022•4 min
382 - Spinning a Story
Here are 4 elements to a convincing story to help you sell more.
Feb 04, 2022•5 min•Ep. 382
381 - Big Sales Rocks
When it comes to doing high leverage activities, keep in mind the example of the bowl and big sales rock story. HLA should be done early. Also, When (Daniel Pink) can help us organize our day.
Feb 03, 2022•5 min•Ep. 381
380 - Avoid No Decisions
Your biggest competitor is not your competitor, it's a no- decision.
Feb 02, 2022•9 min•Ep. 380
379 - Create a Value Chain
Every product/service can be differentiated if we look hard enough. Use a value chain to find those points of differentiation in your sales process.
Jan 31, 2022•7 min•Ep. 379
378 - Position Your Value...Again
Position your value, not your price; that's the message. Shifting your mindset to selling on value will allow you to see how you can sell more effectively.
Jan 30, 2022•8 min•Ep. 378
376 - 3 Levels of Empathy
There's rational, compassionate and convulsive empathy when it comes to understand what your buyer is going through.
Jan 26, 2022•6 min•Ep. 376
375 - Sell Without Selling Out
In this podcast I review Andy Paul's new book, Sell Without Selling Out!
Jan 25, 2022•5 min•Ep. 375
377 - IntraProspecting: A New Sales Term
When it comes to finding new business, we rely on two overarching strategies: We have 'inbound' prospecting (marketing). We have 'outbound' prospecting. And now, we have a third option, Intraprospecting.
Jan 24, 2022•6 min•Ep. 377
374 - STOP Asking That Question
As buyers become more aware and smarter, here's a question you should STOP asking and here's what you should ask instead.
Jan 23, 2022•10 min•Ep. 374
373 - Name That Sales Tune
We go from Name That Tune to Name that Sales Problem using the F.I.T. model for asking questions.
Jan 22, 2022•9 min•Ep. 373
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