586 episodes

Today's buyer is more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How Clients Buy" by using the latest studies in consumer behavior and neuromarketing to sell more effectively!

Sales Influence Podcast Victor Antonio

    • Business
    • 4.8 • 30 Ratings

Today's buyer is more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How Clients Buy" by using the latest studies in consumer behavior and neuromarketing to sell more effectively!

    Don't Value Dump | 431

    Don't Value Dump | 431

    When presenting a product or service to a client, it is important to focus on understanding the customer's needs and presenting tailored solutions, rather than overwhelming them with too many features and justifying the price through a long presentation. Stop overselling and value dumping when presenting a product or service to a client. Building more value justifies the price and helps the customer rationalize, but quantity does not equal quality and can oversaturate the customer. Overwhelming customers with too many features and not understanding their needs leads to value dumping and losing the sale. Understand what the customer wants and needs, and present solutions tailored to their current and future needs. Don't overwhelm customers with all the features of a product, focus on demonstrating what they need and establish value. Focus on the essential features now, and mention future benefits to avoid overwhelming the prospect. Be selective in presenting value, focus on how your product or service can help the client, and avoid justifying the price through a long presentation. Sell more faster by delivering real content, engaging the audience, and motivating them to push beyond their comfort zone.  
    Summary for: https://youtu.be/-CTOiIcjQAw by Eightify

    • 7 min
    Bring on the PAIN | 430

    Bring on the PAIN | 430

    Creating a sense of urgency and demonstrating the tangible value of the product or service is crucial in driving sales and motivating customers to make a change. Create a sense of urgency to overcome status quo bias and encourage customers to buy. Show the customer that the pain of staying the same is greater than the pain of change to motivate them to move forward. Use ROI calculators to show customers the cost of investment in your system. After 18 months, you'll get your money back and there's a lot of upside, so use ROI calculators and break even points to show the customer. Show customers how not having certain features or services is causing them to lose market share, create urgency by demonstrating cost reduction and tie it back to their ability to be more competitive and grow their business. Operational cost and opportunity cost are important to quantify and communicate to customers in order to show the tangible value of what they're missing out on. Quantify the customer's pain and position it as greater than the pain of change to create urgency and drive sales. Selling is about understanding the customer's pain, positioning the solution, and taking care of them, not about the speaker.  
    Summary for: https://youtu.be/ejmFqZxCcF0 by Eightify

    • 6 min
    Overcoming Buyer Indecision | 429

    Overcoming Buyer Indecision | 429

    Building trust, demonstrating expertise, and keeping the customer's best interest in mind are essential for overcoming indecision and closing deals. Clients who can't make decisions are often afraid, and it's the salesperson's job to reduce their anxiety and address their concerns. Create a sense of urgency to push potential customers to make a decision and act now. Building trust with clients involves empathizing with their point of view and being a subject matter expert in your product. Understand and communicate the differences between your offerings, demonstrate expertise in the market and business, and show the customer that you have their best interest in mind to build trust. Understand and guide customers towards a product that will help them without overselling or underselling, positioning yourself as a subject matter expert to build trust. Build trust, demonstrate expertise, and keep the customer's best interest in mind to overcome indecision and close the deal. Close more deals by demonstrating subject matter expertise, keeping the client's best interest in mind, and connecting with them to make a buying decision. A great speaker delivers real content, engages the audience, and motivates them, but the most important thing is to make the client look good.  
    Summary for: https://youtu.be/ZQlw3XCFRMA by Eightify

    • 9 min
    The Sales Sherpa - What Buyers Want | 428

    The Sales Sherpa - What Buyers Want | 428

    Salespeople need to shift from selling to guiding and clarifying, becoming domain experts in order to help customers navigate the overwhelming amount of content and make informed buying decisions. Understand how the client mindset has changed over time to use it to your advantage in sales. Customers want more information and guidance from salespeople, as they are now 57% into the buying journey according to The Challenger Sale. Customers are already forming preferences before contacting a vendor, so it's important to understand their buying cycle and the number of decision makers involved. Customers are overwhelmed by the abundance of information and the increasing number of decision makers involved in the buying process. Buyers are more informed and involve more decision makers, so salespeople need to adapt their approach to ensure success. Your expertise as a guide is crucial in helping customers make buying decisions in the age of overwhelming content. Become a domain expert in your field to guide clients to make buying decisions, shifting from selling to helping and clarifying. Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone, always making the client look good.  
    Summary for: https://youtu.be/R947o04zIVo by Eightify

    • 6 min
    Training for Results Formula | 427

    Training for Results Formula | 427

    Key insights Using a three-part formula can help you train or coach more effectively by allocating time strategically during your sessions. Take one-third of the time to explain the concept, and the second third to showcase it in action. Implementing concepts in real life is where the real understanding comes from in training for results. The key to effective training is not just explaining concepts and providing examples, but also showing how to apply them to real business situations.  

    • 4 min
    Level 3 Selling | 426

    Level 3 Selling | 426

    The key to success in sales is reaching level three selling activities, which involves proactively identifying and solving customer problems, anticipating future issues, and providing long-term value to the customer. Understand the three types of salespeople and where you fit in the market to differentiate yourself in a competitive market. Differentiation and cost reduction can only go so far, so the key to success in sales is reaching level three sales activities. Level 3 selling is about proactively identifying and solving customer problems, rather than waiting for them to tell you. Level 3 selling involves anticipating and highlighting future problems for the customer, moving beyond just identifying and solving current problems. Understand the market and customer base to provide long-term perspective and value to the customer. Level 3 selling involves predicting and anticipating future problems for customers and guiding them, leading to less focus on price and differentiation. Companies are looking for business partners, not just suppliers, in today's hyper competitive market, so strive for level three selling. A great speaker delivers real content, engages the audience, and motivates them, but the most important thing is to make the client look good, not oneself.

    • 6 min

Customer Reviews

4.8 out of 5
30 Ratings

30 Ratings

P. Deol ,

Excellent

I love Victors podcasts, clear, simple lots of nuggets of great information, thanks Victor

Feliciea ,

Brilliant

Very well explained, excellent presentation, inspirational, engaging, I am very grateful!

MonsterJay ,

Amazing

Was recommended by my manager, cannot be any more grateful for this recommendation!!!

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