Why So Serious? Adding a Sense of Humor to Your Presentation

to make a speech, keynote or presentation exciting and enjoyable, add some humor to keep the engagement up!

Sales Excellence: How to Become the Greatest Salesperson in the World

Sales Excellence: How to Become the Greatest Salesperson in the World – Here it is! My 13 minute sales rant on the ultimate sales manifesto for becoming the greatest salesperson in the world. Get more Sales Training and Motivation Tips on Selling with Victor Antonio.

Sales Keynote Speaker at National Sales Network – “We’re always Selling!” by Victor Antonio

by Victor Antonio

This sales motivational keynote was for NSN, a great sales networking organization dedicated to elevation the skill sets of professional salespeople.

Sales Training Video #87 – Include Low Tier Sales Products to Protect Against Competition

by Victor Antonio

Not having a lower tiered (priced) product in your sales product portfolio will leave you open to competition coming in and selling at a lower level.  Once inside, the competition will then start moving up the sales product chain and begin selling your customer products that directly compete with your product; forcing you to deliver price concessions.

Sales Training Tip #86 – Has Selling Changed? What’s the Best Sales Training System?

by Victor Antonio

Has Selling Changed?  What’s the Best Sales Training System?  In this video, sales trainer Victor Antonio answers these two fundamental questions about the world of selling today.

Sales Influence Moment #85 – Why You Need to Quantify the Value of the Sales Saving

by Victor Antonio

Whether you’re selling technology products or off the shelf consumer products, emphasizing the savings value for a client helps you sell them more in the long run.  In this video you’ll find an example of what could happen if you don’t quantify the value of what you’re saving the client.

NSN Sales Motivation Moment: Ya Gotta Ask!

by Victor Antonio

Enjoy this brief clip from the National Sales Network (NSN) event that took place this past Saturday…enjoy!

National Sales Network (NSN) Keynote

Enjoy!

 

Book Review “Switch – How to Change Things When Change is Hard” by Chip & Dan Heath

by Victor Antonio

Amazon Description: Why is it so hard to make lasting changes in our companies, in our communities, and in our own lives?

The primary obstacle is a conflict that’s built into our brains, say Chip and Dan Heath, authors of the critically acclaimed bestseller Made to Stick. Psychologists have discovered that our minds are ruled by two different systems—the rational mind and the emotional mind—that compete for control. The rational mind wants a great beach body; the emotional mind wants that Oreo cookie. The rational mind wants to change something at work; the emotional mind loves the comfort of the existing routine. This tension can doom a change effort—but if it is overcome, change can come quickly.

In Switch, the Heaths show how everyday people—employees and managers, parents and nurses—have united both minds and, as a result, achieved dramatic results:
● The lowly medical interns who managed to defeat an entrenched, decades-old medical practice that was endangering patients.
● The home-organizing guru who developed a simple technique for overcoming the dread of housekeeping.
● The manager who transformed a lackadaisical customer-support team into service zealots by removing a standard tool of customer service

In a compelling, story-driven narrative, the Heaths bring together decades of counterintuitive research in psychology, sociology, and other fields to shed new light on how we can effect transformative change. Switch shows that successful changes follow a pattern, a pattern you can use to make the changes that matter to you, whether your interest is in changing the world or changing your waistline.

 

Sales Training Video #83 – Understanding Up-Selling versus Cross-Selling in Sales

by Victor Antonio

When it comes to selling, there are two sales terms that are typically used interchangeably but have different meaning. In sales, Up-selling refers to when you “up-sell” the prospect on buying a more robust or a product with more feature and benefits. While cross-selling refers to selling the prospect “add-on” or complementary items to the base product they are buying.

If you go to McDonalds to buy a single burger and the person at the counter says, “For only 50 cents more you can buy a double burger.” That’s upselling. If you say “No, a single burger will do.” The person at the counter might say, “Would you like fries or a drink with that?”  That’s cross-selling in sales.

Finally, it’s worth noting that a “cross – sell” can be more than just add-ons…it could also lead to another separate product sale.

Sales Training Tip #82 – Introduction to “Blocking Objections” System

by Victor Antonio

This video  introduces you to his Blocking Objection system that he developed to help salespeople reduces sales resistance from buyers and clients.  By using my 4 step blocking sequence, you can reduce the resistance in any sales situation you find yourself in.

Sales Training Tip #81: How to Overcome the Sales Objection, ” I don’t Know! “

by Victor Antonio

We’ve all been in that sales situation when we need a firm commitment from the client or buyer and when we ask our close-ended question we often get the famous sales stall line, “I don’t know”.  Well in this video, sales trainer and expert Victor Antonio shares with you a phrase that you can use in your sales process when a client says, “I don’t know”.

 

Guest Video: Customers Want the Best Value Not the Best Price

by Victor Antonio

I was introduced to this video, featuring Paul Hunt, via my “Pricing and Strategy” Group on LinkedIn and thought it was worth sharing for three (3) reasons:

1. The speaker’s message is VALID in today’s market

2. The delivery method he uses to ILLUSTRATE his point is unique

3. Listen to how he ties it down at the end with a strong CONCLUSION, “It’s all about differentiation that is meaningful to the customer.”

The genius of this video clip lies in its simplicity to convey a complex concept (i.e., relative value and differentiation) using a simple visual!  Well done!

Sales Training Moment #80 – Overcoming Objection, ” We’re happy with our current supplier.”

by Victor Antonio

In this video I discuss how to overcome the objection, we’re happy with our current supplier.  By simply reframing the conversation with one simple question, “In business, isn’t it always good to have options?” you’ll be able to overcome the objection and reduce buyer resistance.

Sales Training Moment #79 – Anchor Pricing Reduce the “I’ll Think About it” Objection

by Victor Antonio

In this video I discuss why you’ll always get the “I’ll think about it.” objection in selling if you don’t present pricing proposals the right way. I show you how introducing and anchoring price early in the sales process will reduce the objections you’ll get so you’ll have less objections to overcome when you’re trying to close a sale in the selling process.

Sales Training Moment #78 – Overcoming the Objection ” I’ll Think About It.”

by Victor Antonio

In this video I talk about overcoming the objection when a client says, “I’ll think about it.”  Check it out…

Think Outside the Box – Test Yourself

by Victor Antonio

Test yourself!

There are 26 Brain Benders…let’s see how many you get!

 

(c) “BRAIN TEASERS – 195 Puzzles to Keep Your Sharp by Sterling Innovations (Publishing).

Sales Influence Moment #77 – The Relative Value of Value in Selling

by Victor Antonio

The Relative Value of Value in Selling.  In this sales tip I talk about how value, or the perception of value can change in a short period of time.  Understanding how value is created and how it changes is critical in understand the buyer’s buying mode.

Sales Training Video #76 – Sales Motivation and Implementation Dip Curve

by Victor Antonio

In this sales training video sales trainer victor antonio highlight why some people fail and others succeed in selling. The difference is based on a modified learning curve called the Dip Curve.

Testimonial – Keynote Speaker at University of Phoenix in Nashville

(Event Date: May 19, 2012)

Mr. Victor Antonio just spoke at my graduation “celebration” for the University of Phoenix in Nashville. I always want to thank someone for a job well done. He was so awesome!

All of us graduates were laughing so hard, and come to find out- my family was all super impressed as well. They all commented on HOW great and funny the speaker was! I just wanted to relay this information – I am sure you hear it a lot.

Also, I want to extend my thanks for making my big day even that much BETTER! Thanks again & God bless.

Stephanie Bates