583 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 • 317 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!

    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
    How to Motivate Your Team | #425

    How to Motivate Your Team | #425

    Fear, apathy, and skepticism are common barriers to motivation, and managers need to address these issues by providing clear training, showing the value in employees' work, and connecting tasks with outcomes to motivate their team and reduce doubts. 00:00 Fear, apathy, and skepticism are the three categories that hold people back from being motivated. 01:01 Look for symptoms of skepticism in employees such as tardiness, laziness, negativity, and uncooperativeness. 01:35 Employees lacking quality work may be anxious and nervous due to fear of not knowing how to do something, which can be solved by providing clear training and guidance. 02:36 Managers need to show employees the value in their work to prevent apathy and lack of motivation. 03:08 Connect the task with the outcome and value to overcome apathy and skepticism in sales. 04:04 Show the purpose and value to motivate skeptics and reduce their doubts to be successful. 04:57 Release the mental breaks of fear, apathy, and skepticism to motivate your team and show them value. 05:39 Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone, always making the client look good.

    • 7 min
    STOP Using Weasel Words - Confidence Killer | #424

    STOP Using Weasel Words - Confidence Killer | #424

    Using weasel words undermines confidence in sales communication and it's important to eliminate them to build confidence and persuade customers effectively. 00:00 Stop undermining your sales success and ability to persuade by using weasel words without realizing it. 00:32 Customers want confidence to make buying decisions, so it's important to differentiate yourself when presenting your product or service. 01:07 Using weasel words undermines confidence in communication with clients, so it's important to avoid them. 01:45 Stop using weasel words like "could, might, may, probably" and be more assertive in your language to build confidence. 02:22 Stop using weasel words in sales to avoid feeling better about not being pushy and start being more confident. 02:44 Using weasel words like "might, could, may" kills customer confidence in making buying decisions, which is crucial in a market where products and services are almost identical. 03:14 Stop using weasel words like "may, could, might" when selling, as it undermines your confidence and ability to convince others. 03:35 Eliminate weasel words from your speech to boost confidence and sales. Record yourself speaking, listen for weasel words, and eliminate them to improve your sales rates. Be aware of and eliminate weasel words from your presentations and conversations to improve confidence and sales influence.

    • 5 min
    Training for Results Formula | EP 423

    Training for Results Formula | EP 423

    Here's a simple formula to follow when training salespeople or talking to customers to achieve higher retention.

    • 6 min

Customer Reviews

4.8 out of 5
317 Ratings

317 Ratings

Andrew Barbuto ,

Transformative Insights on Selling

Victor Antonio’s “Sales Influence” podcast is a game-changer for anyone in sales. His focus on the psychology behind buying decisions provides a unique perspective that can significantly enhance your sales approach. Victor’s engaging delivery and wealth of knowledge make every episode both informative and inspiring.

Captivate the Room ,

Massive Value Every Episode

I love this podcast! Victor is an excellent hosts that brings massive value and steers conversations beautifully. His guests are top notch. Every episode is packed with wisdom and actionable items. Thank you Victor!

Dan1777999877 ,

🔥

It’s obvious Victor puts extraordinary effort in covering salient topics and finding guests that are authentic and truly care about being a positive force in this world - the insights they bring to bear are still mind-blowing every. single. time.

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