Sales Influence Podcast

Victor Antonio
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Sales Influence Podcast

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!

  1. HACE 1 DÍA

    Sales Postmortem - Sales Influence Podcast - SIP 531

    Post-Mortem Analysis 🔍 Conducting a post-mortem analysis after losing a deal is crucial for understanding the root cause of the loss and taking full responsibility, even if it's painful. 📊 Gathering insights from the customer through post-mortem questions helps improve future sales strategies and builds a foundation for continuous improvement. Addressing Incumbent Competitors 🔄 Incorporating a switching strategy into sales presentations is essential when facing an incumbent competitor to address the customer's psychological fear of change. Customer Decision-Making 😌 Customers often choose incumbent competitors due to their comfort level with existing relationships, even when new products exceed expectations in multiple areas. Sales Confidence and Improvement 💪 Overconfidence in winning deals can lead to painful explanations to managers, but post-mortem analyses help rebuild confidence and proactively address customer concerns in future presentations.

    10 min

  2. HACE 2 DÍAS

    Reset Your Game - Sales Influence Podcast - SIP 530

    Strategic Perspective Shift 🔄 Detach emotionally from sunk costs and imagine starting over today with new technologies and perspectives to gain fresh insights on struggling projects or businesses. 🧠 "Reset your mindset" by mentally walking away from failing endeavors, taking a step back, and reassessing your approach to get unstuck and find new solutions. Objective Decision-Making 👁️ People with no emotional stake can make more rational decisions and identify necessary actions sooner, unhindered by personal investment. Corporate Transformation 💼 Intel's transformation from memory chips to microprocessors in the 1980s demonstrates how companies can thrive by radically shifting direction, even when it requires monumental changes. Overcoming Sunk Cost Fallacy 🎣 Sunk costs act as a psychological hook, keeping individuals trapped in negative paths due to the brain's reluctance to abandon previous investments.

    9 min

  3. HACE 5 DÍAS

    Shaming Managers - Sales Influence Podcast - SIP 529

    Coaching and Training 🎯 50-60% of salespeople not achieving quota is frustrating companies, yet managers fail to properly train their reports, resulting in lost opportunities. 🏆 Top management should have one-on-one conversations with managers, asking how they learned to become great salespeople, inevitably leading to the answer of having a great mentor or coach. Managerial Focus 💼 Managers prioritize hitting sales numbers and focus on top performers, making coaching new salespeople low on their priority list. Effective Communication ❓ The power is always in the question, guiding managers to conclude they need to coach new salespeople through a series of questions rather than being told what to do. Unsuccessful Attempts 📊 Companies are trying various methods to encourage managers to coach their salespeople, including emails, conference calls, and meetings, but these efforts are largely ineffective.

    9 min

  4. HACE 6 DÍAS

    Getting A Yes - Sales Influence Podcast - SIP 528

    Psychological Techniques for Sales 🧠 Acknowledging potential resistance with phrases like "I know you might not want to" can lower buyer resistance and increase agreement rates by up to 50%. 🕰️ Offering flexible options and acknowledging time constraints (e.g., "Maybe now isn't a good time, but can we meet Monday for 30 minutes?") removes prospects from "reactance mode" and gives them a sense of freedom to choose. Effective Communication Strategies 💬 Using variations of "I know you might not want to" followed by a request (e.g., "would you be willing to start next week?") can effectively frame sacrifices and increase compliance. 🤝 Recognizing the potential sacrifice for the client while highlighting long-term benefits (e.g., "it will save you headaches and money") can improve the likelihood of closing a sale. Time Management in Sales ⏱️ Proposing brief, specific time commitments (e.g., "5-10 minutes next week") when acknowledging a prospect's busy schedule can make requests seem more manageable and increase the chances of securing a meeting.

    7 min

  5. 2 ENE

    Controlling Questions - Sales Influence Podcast - SIP 527

    Customer Empowerment 🔍 Provide options and agency instead of direct answers to give customers freedom to choose and a sense of control. 🤝 Frame questions as "A or B" choices rather than giving single answers to help customers feel less trapped. Sales Technique 💡 Use "sales agency" approach by offering alternatives and options when asked for opinions. 🎯 Avoid telling customers what to do, instead present multiple possibilities for consideration. Customer Psychology 🧠 Giving options helps customers feel more in control of their decisions and less pressured in the sales process.

    8 min

  6. 30/12/2024

    3 Types of Non-Buyers - Sales Influence Podcast - SIP 526

    Understanding Non-Buyers 🧠 Three types of non-buyers exist: unaware, aware but uninterested, and aware and interested but scared, each requiring a tailored sales approach. 💡 Categorizing clients into these three buckets allows salespeople to effectively address specific barriers holding customers back from making a purchase. Tailoring Sales Strategies 🎯 For unaware non-buyers, salespeople should focus on making them aware of their problems and the negative impact of not addressing them. 💼 With aware but uninterested non-buyers, the key is to make them care about the consequences of not improving their situation. 🛠️ To convert aware and interested but scared non-buyers, salespeople must provide a clear blueprint or steps for change, addressing concerns about data integrity and sales process interruptions.

    10 min

  7. 19/12/2024

    Conflict Resolution - Sales Influence Podcast - SIP 525

    Effective Communication Strategies 🎧  To avoid arguments and foster enlightening discussions, slow down the conversation by asking for context and definition of terms, which helps understand the other person's perspective and may reveal their lack of clarity. 🧠  When disagreeing, pause and listen, then ask yourself three key questions: what is the context, what is the definition of the term being discussed, and what experiences are shaping their viewpoint. Understanding Perspectives 🌍  Personal experiences and mindsets significantly impact how people approach discussions, so it's crucial to recognize that different perspectives are rooted in unique experiences and beliefs. 🎯  When discussing complex topics like success, agree on a shared definition before proceeding, as people may have different understandings of the term. Attitude and Behavior 🔄 Attitude controls behavior, which determines consequences, so maintain a positive attitude and focus on enlightening discussions rather than trying to win arguments.

    11 min

  8. 19/12/2024

    Presentation Power Model - Sales Influence Podcast - SIP 524

    Structured Sales Approach 🎯 The Presentation Power Model offers a 6-step structured approach for B2B and transactional sales presentations, focusing on product knowledge, strategic questioning, proof provision, objection management, pricing presentation, and success roadmapping. Value Proposition 💡 Crafting a compelling value proposition that prompts prospects to ask "How do you do that?" is crucial for capturing interest and initiating meaningful sales conversations. Objection Handling 🛡️ Effectively anticipating and managing both stated objections and unstated concerns is key to addressing potential roadblocks in the sales process and building customer confidence. Implementation Planning 🗺️ Providing a detailed path to success with a step-by-step implementation plan demonstrates thoroughness and instills confidence in the customer about the product or service rollout process. Adaptability 🔄 While the Presentation Power Model is effective for B2B and transactional sales, it's important to recognize that it may not be suitable for all sales situations, highlighting the need for adaptability in sales strategies.

    11 min
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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!

Información

  • Creador
    Victor Antonio
  • Años de actividad
    2016 - 2025
  • Episodios
    607
  • Clasificación
    Apto
  • Mostrar sitio web
    Sales Influence Podcast

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