video-episodes-sales-influence-moments « WordPress.com Tag Feed

Sales Training Moment #39: Three Things Clients Want by Mack Hanan

Sales Influence — Tue, 10 May 2011 20:53:57 +0000

Based on the book Consultative Selling by Mack Hanan.

Sales Influence Moment #38: Reduce Cost or Increase Revenue

Sales Influence — Wed, 20 Apr 2011 18:05:56 +0000

Sales Influence Moment #37: Going Postal - Selling the PAIN

Sales Influence — Thu, 17 Mar 2011 01:01:54 +0000

Sales Training Video #36 - Product or Service Differentiation and Proof

Sales Influence — Thu, 03 Mar 2011 23:06:36 +0000

Sales Training Video #35 - Customer Centric Selling, Price - Risk Curve

Sales Influence — Thu, 03 Mar 2011 22:32:31 +0000

Sales Training Video #34 - Value Added Selling by Victor Antonio, Atlanta, Georgia

Sales Influence — Fri, 25 Feb 2011 12:22:09 +0000

Sales Influence Moment #33 - Too Many Features Can Backfire

Sales Influence — Tue, 22 Feb 2011 10:25:38 +0000

Sometimes inundating a client with too many features can backfire!

Sales Influence Moment #31 - 4 Levels of Sales Competency

Sales Influence — Sun, 13 Feb 2011 13:10:06 +0000

Sales Influence Moment #32 - People buy Security Over Price

Sales Influence — Mon, 07 Feb 2011 12:10:50 +0000

The old adage applies, people don’t buy products (or services), they buy needs. And most people ‘need’ to reduce their risk and feel safe with the decision they’ve made.

Sales Influence Moment #30 - Good News or Bad News First

Sales Influence — Wed, 02 Feb 2011 17:22:41 +0000

Sales Training Moment #29: Quality over Price Objection, The Proof

Sales Influence — Mon, 17 Jan 2011 18:23:20 +0000

Sales Influence Moment #28 - Soap...and What Buyers REALLY Need!

Sales Influence — Wed, 01 Dec 2010 05:11:45 +0000

Sales Influence Moment #27 - Sell More by Making Clients Constructively Discontent

Sales Influence — Mon, 22 Nov 2010 15:37:52 +0000

Sales training video on how to sell more by Making Clients Constructively Discontent. If buyers are complacent and won’t buy, it’s your goal to make them discontent and motivate them to buy. How? Watch the video?

Sales Influence Moment #26 - Let the Buyer Guide the Sales Pitch

Sales Influence — Thu, 18 Nov 2010 22:11:30 +0000

Sometimes we’re so anxious to tell the client what ‘WE’ think is important, that we miss align ourselves with what the client KNOWS is important. So instead of the salesperson telling the client what’s important, in this sales training video you’ll learn how to let the client tell YOU “how they want to be sold”.

Having a client prioritize what’s important is equivalent to them giving you a blueprint on how to sell them!

Sales Influence Moment #25 - Why Qualifying Early Saves You Time & Money

Sales Influence — Tue, 09 Nov 2010 00:21:09 +0000

In this video I begin by outlining the SIX phases of a basic sales process: Prospecting, Qualifying, Investigative, Presenting, Proposal and Closing.

Next I define a sales cycle, which is determined by how long it takes you to complete the 6 step sales process with a given client.

Lastly, in this video, you’ll learn why it’s necessary to qualify clients early in the sales process.

World's First Sales Rap Parody - " Sales Appeal "

Sales Influence — Mon, 11 Oct 2010 22:13:11 +0000

Ok, I decided to have a little fun with this. Don’t judge the voice, judge the creativity

Sales Influence Moment #24 - Using Props to Sell More

Sales Influence — Fri, 03 Sep 2010 03:42:36 +0000

Special guest Patrick Renvoise, co-author of Neuromarketing stops by to help me share this week’s Sales Influence Moment.

Sales Influence Moment #23: The Ultimate Qualifying Sales Question

Sales Influence — Wed, 25 Aug 2010 12:30:44 +0000

Don’t let buyers waste your time. Use this simple question to gauge if the buyer is serious or not.

Sales Influence Moment #22 - Selling to the Right Decision Maker

Sales Influence — Thu, 19 Aug 2010 13:35:35 +0000

Selling to the right key decision maker requires that you understand what the purchase authorization levels in a company. This video highlights that sometimes you don’t need to speak with a senior level executive (i.e., selling to the top).

Sales Influence Moment #21 - 3 Client Leverage Points in a Sales

Sales Influence — Wed, 11 Aug 2010 16:14:43 +0000

Sales Influence Moment #20: Selling Pain over Gain

Sales Influence — Wed, 04 Aug 2010 12:14:11 +0000

In sales we’re taught to emphasize the benefits of our product or service. But studies have show that people will, more often than not, respond to PAIN than they do gain.

Note: I’m not suggesting you beat your clients into submission…that’s illegal

Making the client aware of the downside of inaction can have more influence than a persuasive argument. Here’s what I mean:

Executive Expectations of Salespeople - Video Excerpt from the book, Selling to the C-Suite

Sales Influence — Fri, 30 Jul 2010 15:25:28 +0000

I wanted to highlight some interesting data that was in the book, Selling to the C-Suite, so I decided to create this video snippet to give you what I consider great ‘cxo insight’.

Victor

p.s., I’m experimenting using these types of PowerPoint videos to help explain things better. What do you think of the video below? Your feedback would be appreciated!!

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Sales Influence Moment #12 - Should You Mention Your Competition When Doing a Sales Presentation

Sales Influence — Mon, 10 May 2010 12:22:19 +0000

Sales Influence Moment #8 - The Door-In-The-Face (DITF) Strategy

Sales Influence — Mon, 19 Apr 2010 23:12:48 +0000

Handling the Sales Objection - "You're Price is too High!"

Sales Influence — Sun, 04 Apr 2010 20:12:13 +0000