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!


Response Block Selling – Blocking Objections Part 2

Sales Training Course on “Response Block Selling: A New Approach for Lowering Buyer Resistance and Selling More”.

This program will literally change how you present your product or service to a potential buyer. Response Blocking is a method for preempting a buyer’s objection before he voices the objection.

The premise of Response Block Selling is the following: If a buyer states an objection aloud, the buyer is more likely to stick to that objection (rule of consistency) and will look for validating information (selective perception) to support or defend that particular viewpoint.

So the key here is to prevent the buyer from voicing an objection thereby shunting the need to then support that objection. Learn how to ‘structure a response block’ that will lowers a buyer’s resistance making the sale that much easier.

In my book you will find over 20 examples of common objections salespeople face when selling. Using the Response Blocking System you will learn how to minimize and discard each objection thereby reducing the buyer’s resistance. Forget ‘blocking or overcoming’ objections; learn how to prevent them from occurring in the first place.

You can download my book, “RESPONSE BLOCK SELLING” along with the AUDIO book for FREE at http://www.VictorAntonio.com/promo

Sales Influence Moment #47 – Confirmation a Buyer’s Priorities before Presenting

by Victor Antonio

It’s always good form in selling to confirm a buyer’s priorities (i.e., needs versus wants) before you launch into your dog-and-pony presentation.

  • When we don’t confirm priorities before presenting, we run the risk of ‘over presenting’ (i.e., talking about things the customer does not care about) or
  • We run the risk of ‘under presenting’ (i.e., not spending enough time discussing what the client wants to know more about).

To avoid either extreme, here’s a simple technique that can be used in both a B2B or B2C selling scenario.

How Reward Substitution Can Help You Stay on Task

I’m a Dr. Dan Ariely fan and this video is another reason why I admire his work.  He is a behavioral economist and author of ‘Predictably Irrational’ and his new book, “The Upside of Irrationality” is now available on paperback.

In this video Ariely explains why we make ‘irrational’ decisions when it comes to deciding between what really matters and what is immediate.  He then gives a personal example of how using ‘reward substitution’ will help you focus on the former, not the latter.

Now that you’ve watched the video, you may be asking, “How does this apply to sales or selling in general?”  Too often clients also seek to avoid making the tough choice of doing what’s necessary (taking their medicine) to rejuvenate their business (sales).  For example, a company with lagging sales may know that the problem they have stems from their inability to track and maintain client relationships.  The client knows that the only way to do this effectively is by installing a new CRM (Customer Relationship Management System) system.

The problem?

That would require a 6 month commitment from the client and would tie up some limited resources.  So the customer decides not to do it and decides to continue doing things the way they’ve always done so and MAYBE next year he’ll consider installing a new system.  In the meantime, they’ll continue to lose business and/or clients to the competition slowly and over time.

Installing the CRM system is the “injection” treatment the client needs to implement if his business (i.e., the Kidney) is going survive and thrive.

Challenge: What type of ‘reward substitution’ tactic would you offer the client to convince them to not only install the CRM system, but also support it for the next six months so it has a chance to succeed?   (Note: replace the CRM with whatever products or service you’re selling)

Book Preview: Sell the Pain, Not the Gain

The idea that people are motivated more by loss than gain is critical in understanding how clients make buying decisions. Here are three simple rules to remember:

Rule 1: Loss equals pain, gain equals pleasure

Rule 2: But, the pain of loss is greater than the pleasure of gain

Rule 3: Therefore, loss aversion trumps possible gain

We as individuals or clients will do move faster away from loss than we will move toward gain. We are ‘more motivated’ to avoid loss than to take advantage of gain. Read that again and commit it to memory!

If we believe (and I do) that loss (i.e., pain) is a greater motivator than gain, then why is it that as salespeople we are trained, programmed, conditioned to sell the features and benefits of the product or service we offer?

Selling the features and the benefits is the equivalent of selling the gain, not the loss. So we need to learn how to sell to Pain, and not the gain.

This is the subject of my upcoming book, “Sell the Pain, Not the Gain”. Will keep you posted when it’s ready!

Victor Antonio, Sales Influence
“It’s not how you sell, it’s how they buy”

(Influence) Book Review: Why We Make Mistakes by Joseph Hallinan (2009)

victor antonio sales trainer atlanta georgia

Victor Antonio, Sales Influence

Did you know that human error Is responsible for 70% plane crashes, 90% car wrecks, 90% workplace accidents.  Did you also know that right-handed people have a propensity to turn right when entering a building, will choose the number 7 and the color blue as their favorite.  Lastly, did you know we don’t like changing our first answer on a test even when we have doubts it may be the right answer.  Welcome to the world of Why We Make Mistakes and how our brains are often times wired with biases beyond our own consciousness.
The book should come with a warning label:

WARNING: Due to the graphic cognitive nature of this book, your confidence in your ability to be “totally” confident in your answers going forward may be undermined.
Hallinan’s book is a disturbingly fascinating tour through the lambrynth of frailties in human cognition.  Or to put it in the vernacular a la Zig Ziglar, we do a lot of  “Stink’n think’n” and we don’t even know it at times.  We have biases and we don’t know it.   And even when we do know about our tendency, we find it hard to correct
My biggest ‘Ah-Ha!’ moment from the book was on test taking studies. Since I can remember, the school system has indoctrinated me with the test-taking rule, ‘go with your first answer, it’s usually the right one’.  Not according to Hallinan.  Based on nearly 80 years of research (spanning 30 studies) on answer changes from wrong-to-right conclude that most people who ‘do change’ their answers improve their test scores.  That tip alone would’ve bumped my scores up in college. 
Here’s another nugget in the book, 70% of stock investors stick with their stock choice even after knowing they might be wrong.  Why?  It’s in the book, I won’t spoil it for you.
Part of the reason for our cognitive handicap has to do with our overly taxed memory.   Hallinan notes that 30% forgot password in just one week and 65% forgot password after 3 months.  Halinan makes a very insightful point when he addresses how our memories are a “reconstruction not a reproduction”.  In other words, hindsight really isn’t 20/20 and our current image of the past is more than likely a convenient reconstruction and not a reproduction of what really happened.  Hallinan says, “In remembering our own actions, we all tend to wear rose-colored glasses.”
The book follows this line of thinking by emphasizing that our ability to remember things can be greatly influenced and improved by reconstructing the context of the actual experience. For example, scuba divers were ask to learn a list of words while underwater while another group was ask to learn the list on dry land.  Both groups were able to better recall the words on that list when they were either back in the water or on dry land.  Or as Hallinan states it, “Those who learned wet remembered when wet.  Those who learned dry remembered when dry.”
I could go on but there is just so much packed into this book that it’s dizzying.  This is one of the few times I actually suffered from ‘Hmmmm…’ overload from reading a book. 
There are a few sections on anchoring, reframing and context influencing that can be applied to the sales process.  But the majority of the book is a smorgasbord of insight and illumination into how the brain works (or doesn’t).  This book shines a harsh and honest light on how our brain, our cognitive engine, sputters and often times is running on low idle. 
This book is chock full of fascinating studies and examples of the human thinking condition and pound-for-pound is one of the best I’ve ever read.  If your brain needs some stretching, this book will do it for you.  But remember, as Oliver Wendell Holmes, Jr. stated, “Man’s mind, stretched by a new idea, never goes back to its original dimensions.”  Prepare to be stretched and relieved of your rose-colored glasses.

Victor Antonio, Sales Influence
“Finding the Why in (How People) Buy” 

Why Sales Influence is Different – Part 2 of 3