580 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 • 315 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!

    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
    Strong v. Weak Salespeople - What the Data Shows | #422

    Strong v. Weak Salespeople - What the Data Shows | #422

    TLDR: High-performing salespeople possess verbal acuity, are achievement-oriented, power users, have a dominant style, and are inwardly pessimistic, working collaboratively with high morale and accountability. 1. 00:00 Strong salespeople have verbal acuity, which determines their level of access within a company. 2. 01:27 High performers in sales have better verbal communication skills, are achievement oriented, and often have a background in individual or team sports. 3. 02:37 High performers use tools like CRM at a higher rate than low performers, which increases their chances of managing sales. 4. 03:17 Strong salespeople are dominant and proactive, while weak salespeople are submissive and reactive in their sales approach. 4.1 High performers have a relaxed dominant style in sales, while low performers have an anxious submissive style. 4.2 Weak salespeople are submissive and reactive, while strong salespeople are dominant and proactive in guiding the conversation. 5. 04:53 High performing salespeople have a higher degree of inward pessimism, which leads them to question deals more and qualify higher, despite projecting an outwardly optimistic attitude. 6. 06:10 High performers collaborate with sales managers on strategy and tactics, while low performers rely on managers for help, and high performers thrive in a company with defined moral compass and accountability. 7. 07:28 High-performing salespeople possess verbal acuity, are achievement-oriented, power users, have a dominant style, and are inwardly pessimistic, working collaboratively with high morale and accountability. 8. 08:32 Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone to make the client look good.

    • 9 min
    Confidence Killer - Using Weasel Words | EP421

    Confidence Killer - Using Weasel Words | EP421

    You will kill a buyers confidence when you use weasel words or ventilating modifiers.

    • 5 min
    4 Ways to Overcome Price Objection | EP 420

    4 Ways to Overcome Price Objection | EP 420

    Here are 4 ways to overcome price objections: 1) Compared to what 2) Cost of Inaction 3) Price versus Cost 4) Down selling

    • 6 min

Customer Reviews

4.8 out of 5
315 Ratings

315 Ratings

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.

AESmall ,

Top notch guests,

I've recommended this podcast to several revenue leaders in my network. The guests are diverse and insightful, sharing professional experiences and advice from a wide range of situations. Victor is an excellent host who makes interviewing appear easy (it is not!)

A smart listen for sales and business leaders who enjoy hearing great stories and applying what they learn to their own careers.

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