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 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 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!

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 #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”.

 

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.

Sales Influence Moment #72 – Price Discounts Impact on Profitability, You & Your Company

by Victor Antonio

In this training video I walk you through how pricing discounts can hurt your company’s profitability and force you the salesperson to sell more.

The example cited was obtained from Tom Reilly’s 1989 book Value Added Selling Techniques. A great read; I highly recommend it.

 

Sales Influence Moment #71 – The Unique Value Creation Formula for Your Marketing Strategy

by Victor Antonio

In selling, you can create value or you can create unique value. In this video I lay out a simple formula for differentiating between value and unique value.  Let me know what you think!

 
REMINDER:  Download ANY 12 of my books for free (no email reqd) at: http://www.VictorAntonio.com/products

 

Sales Influence Moment #70 – Don’t Compete to be the Best, Compete to be Unique

by Victor Antonio, Sales Buy•ologist

Competing to be unique, and not just the best. In this video I’ll highlight why it’s not wise to compete to be the best, but why it’s better to compete to be unique.  You’ll also be (re)introduced to the phrase “ competitive convergence “; a phrase made popular by business strategist Michael Porter in the 1980s.

Mind of a Sales Genius? Ehh…Maybe!

by Victor Antonio, Sales Buy•ologist

If you’ve wondered how I develop my videos and/or my material for my book, here’s a glimpse at what I do.  We all have our ‘method of madness’ when it comes to creating or developing new material; here’s mine.

When it comes to conceptualizing an idea and figuring out how it applies to the buying process, I usually put it up on my home office whiteboard and leave it there for a few days.

Occasionally I’ll look at it, make some changes and walk away again.  This can go on for a week or two until I feel the idea has cooked long enough.  Next step…video time!

 

Nationwide Insurance – Keynote Speaker Victor Antonio, San Antonio, Texas

by Victor Antonio, Sales Buy•ologist

The folks at Nationwide Insurance asked me to come in a deliver 2 sessions on Sales Influence.  Here are some images from the event.

Structuring Your Sales Message in Your Presentation – Solution Based Selling

by Victor Antonio, Sales Buy•ologist

I found this video presented by W. Steven Brown and he presents a very interesting concept when it comes to structuring a ” sales message” and I thought it was worth sharing with you.  Here’s the structure that you’ll see at the 6:00 minute mark in the video:

(Make a Promise) because (State a Fact) the advantage to you is (Give a Buyer’s Benefit) the real value to you is (Give a Personal Value).

This structure forces you to create “mini sales messages” that you can use throughout your one-on-one or group presentation.  Let me know your thoughts on this.

Sales Influence Moment #69 – Sales Management Model: 2 Ways to Manage Your Salesforce (Team)

by Victor Antonio, Sales Buyologist

There are 2 ways to manage your salesforce or sales team. The first is OUTCOME based. With this management style the responsibility is pushed onto the salesperson who is allowed to sell any way they want as long as they deliver the sales number.

The other management style is BEHAVIOR based selling. In this instance, top management (or headquarters) is driving the behavior of the salespeople by making them follow some type of format, sales process or template that has proven to be successful. In this instance, since management is calling the shots in terms of how a salesperson should sell, management assumes the risk and responsibility of making their sales number since they are guiding the salesperson’s actions.

Which sales management style to use depends on the type of product you are selling and your client base.

 

Sales Influence Moment #66 – Start With Why and Sell More

by Victor Antonio, Sales Buy•ologist

Simon Sinek wrote a great book called Start With Why. The premise of the book is that we often know WHAT we do and HOW we do it, but few of us (and companies) stop to really analyze WHY we do what we do. In this Sales Influence training moment I attempt to tie Sinek’s WHY with WHY we sell.

Having a positive mental attitude can be more easily sustained if you understand the WHY in what you’re doing. In selling, clients and customers need to feel your WHY, your purpose and how it impacts their ability to generate revenue, reduce cost or gain marketshare.

 

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