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 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.

Response Block Selling – Blocking Objections Part 5

by Victor Antonio

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 Video Tip #45 – Selling Price, Profit or Positioning in B2B Sales

by Victor Antonio

Here’s a video reminder about how the conversations you’re having are determined by who you’re speaking to within an organization.

  • If you’re talking price, then you’re most likely speaking to someone whose job it is to focus on reducing price.
  • If you’re talking value, then you’re probably talking to the right person who understands how you can help them grow their revenue and market share.

Conversations matter!   Watch the video and ask yourself, “What kind of conversations am I having with my client?”

 

Sales Influence Moment #44: Selling Value with the B2B Sales Equation

by Victor Antonio

The word ‘value’ is often used but rarely defined; in empirical terms that is.  In this video I define a simple value equation to help salespeople understand the two main variables.