Sales Influence Podcast

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

When I started using the script, it felt very unnatural. Then, after some time, I started adapting it a little bit, and it became more comfortable, and my close rate continued to go up. Why? I had gone through the process of ‘Shuhari,’ a concept in traditional Japanese martial arts that describes the stages of learning and mastery. It consists of three phases: Shu (守 - "Protect"): In this stage, the learner follows the teachings of a master without deviation. It involves learning the fundamentals and techniques precisely as taught. Ha (破 - "Detach" or "Break"): In this intermediate stage, the learner starts to break away from tradition. They explore variations, modifications, and adaptations of the learned techniques. This phase encourages creativity and a deeper understanding of the art. Ri (離 - "Leave" or "Transcend"): In the final stage, the learner transcends the teachings and forms their path. They have internalized the principles and are no longer bound by the specific teachings of a master. It's a stage of self-discovery and mastery.   #shuhari #sellingstyle

In this session, you’ll learn the difference between how rational and emotional buyers make buying decisions.  You’ll also be asked to evaluate what type of speaker, presenter or trainer you are and why it’s critical that you align yourself and your material with their audience.  Whether you’re an entrepreneur, small business owner or executive, aligning with your audience will help you become more persuasive.  Lastly, you’ll learn the 3-Step BLEND formula for creating a presentation, speech or training material that connects with both rational and emotional buyers.

AI will eliminate, not displace, jobs over the next few years with almost 20% of jobs globally being eliminated.

AI will change how we sell and how buyers buy.

Here's how AI Makes Buying Easy and how selling will be a secondary activity in the sales process.

7 Rules for Sales Masters ( Top Performers) with Victor Antonio

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

Asking Painful Questions using a Psychological Chute is all about guiding the client, prospect or customer's attention.  This was highlighted in Robert Cialdini's book Pre-Suasion.

In this episode of the Sales Influence podcast I interview Sales Trainer, LinkedIn Coach, and Co-Founder of Sales as a Profession Jarrod Best Mitchell where we talk about tactics and strategies for video prospecting and getting more business.

Learn how to Sell More by Reducing Buyer Friction using Demand-Side Sales tactics to understand buyer #indecision #statusquo and #friction. http://www.victorantonio.com

On this episode of the Sales Influence podcast, Victor Antonio is joined by Andrew Sykes to discuss trust in sales. Andrew shares his experience transitioning from an actuary to a salesperson and how he has spent the past three decades researching and teaching about how humans think, feel and act when it comes to buying. Together, they deconstruct what it means to build trust with customers and how it can affect the overall sales process.01:09 Mathematical deconstruction of sales.  04:00 Mistakes in Sales Presentations.  08:02 Sales habits and deliberate practice.  10:15 Killing vices to create habits.  13:48 Motivation and dopamine.  19:01 Practice culture in sales.  20:00 Sales Skills Coaching.  23:20 Coaching for Sales Managers.  27:44 Sales feedback and practice.  29:23 Practicing and accepting feedback.  32:34 Building trust through personal stories.  35:39 Deliberate practice for managers. 

If you're looking to Increase Average Deal Size or sell a high ticket item, consider using Decoy Pricing Options which allow you to shift a buyer's price point or perception. Resources: Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com

In this Sales Influence Podcast, Barry Trailer of Sales Mastery and I jump into what's changed in the world of selling, what top performers are doing and yes, we define the relationship matrix. LMS Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com  

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. 

As sales professionals and sales leaders, we are in the midst of one of the most interesting and disruptive times as technology impacts our worlds. Professor and Author, Dr. Howard Dover shares insights from his book, The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance. In this conversation, you'll discover how technology continues to change both the buyer and the seller. We explore the reasons why innovations in sales technology don't always seem to deliver returns. You'll learn the powerful keys to navigating this dynamic environment we call sales!

Udi Ledergor is a five-time Marketing leader at B2B start-ups and is currently the CMO at Gong, the Revenue Intelligence category leader helping go-to-market teams close more deals and accelerate growth by capturing, understanding and acting on their most important asset – customer interactions.

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

Kevin 'KD' Dorsey is a Sales Leadership Coach, SaaS Sales Consultant & Advisor, and is simply one of the best at understanding what makes a sales team work.  In this podcast, we cover a host of issues and KD does not disappoint in giving practical advice to help your sales team.  Sponsored by BigTinCan, http://www.Bigtincan.com

Bob Moesta is an innovator, entrepreneur, and the co-creator of the Jobs to Be Done Theory to investigate consumers’ motivations and decision-making processes. The co-founder and president of the ReWired Group, Moesta helps leaders and companies repeatedly innovate and reliably predict and drive lasting success.  An experienced product developer and engineer by training, Bob has worked on and helped launch more than 3,500 new products, services, and businesses across nearly every industry, including education, health care, defense, auto manufacturing, software, financial services, and construction. Bob is a guest lecturer at The Harvard Business School, MIT Sloan School of Entrepreneurship, and Northwestern University’s Kellogg School of Management. This podcast is sponsored by Bigtincan - Find out more at http://www.Bigtincan.com