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.

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 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.