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”.