Real World Example of How to Influence Price Perception by Using Words Instead of $ or Numbers

by Victor Antonio, Sales Buy•ologist

Not to long ago I posted a Sales Influence Moment video #60 explaining how client’s perception of pricing can be influenced depending now how you write the price on the menu.

I’m here in San Antonio, Texas where the restaurant in the lobby has used the very strategy I discussed in Sales Influence Moment #60.  If you haven’t watch the video, do that first and then check out this picture so you can understand how they are trying to “influence” their patron’s perception.

Note that the prices are written out (e.g., forty two dollars, thirty six dollars) instead of using numerical values or $ signs.

menu pricing influences perception

 

Personal Thank You to my new friends at Toyota

At the end of my keynote, the folks at Toyota were kind enough to present me with my own mechanic’s shirt.  I sent them this picture as a thank you.

Toyota Sales & Leadership Keynote to Owners & Dealers held in Oakland, California

Great audience and Wow!  I got an opportunity to look behind the Toyota curtain at their people, products and their passion for their cars and I was duly impressed!  What a great company and culture!

Toyota Keynote Speech by Victor Antonio

Sales Training Video #65 – The Best Presentations are Full of *hit, here’s why!

by Victor Antonio, Sales Buy•ologist

In this Sales Training Video learn how to present and talk a lot of C.H.I.T. Load up your presentation with a lot of CHIT to drive your message home.  Having a lot of CHIT in your presentation will guarantee that the message you deliver will be well received.  Here’s how:

Sales Influence Moment #64 – Classical Conditioning in Selling and Success

by Victor Antonio, Sales Buy·ologist

Toyota – Sales, Leadership & Motivational Keynote in Oakland, California (February 15, 2012)

Submitted by Victor Antonio, Sales Buy·ologist

Getting ready the night before for a big keynote to the folks at Toyota at the Lescher Theatre.  Yes, even I still need to practice :-)

toyota corporation sales motivational keynote by victor-antonio

Motivational Keynote Point-of-View POV- Leadership Conference Wrap-Up

Having Fun at UGA

University of Georgia Athens invited this morning to be their keynote motivational speaker to kick off their leadership conference. See me wrap my awesome session with the Success Pledge that has become my trademark. I asked one of the students to stand behind me so you can get a feel for what it’s like to be a speaker. Enjoy!

Sales Influence Moment #63 – Feature & Benefits are Dead; It’s about Sales Advantages

by Victor Antonio, Sales Buy·ologist

It’s not always about features and benefits; that’s old school sales thinking.  Here’s a new model, a new mode of thinking when it comes to selling the value of your product or service.

Video: Best Motivational Speech Ever – SURPASSES 100,000 Views!

By Victor Antonio, Sales Buy·ologist

This motivational keynote video surpassed the 100,000+ VIEWS mark on YouTube.  If you haven’t seen it, check it out!

A special thank you to all of you who’ve supported the dream and the journey…you know who you are :-)

Victor Antonio

Sales Influence Moment #62: Social Proof : Testimonials, Case Studies or Videos

by Victor Antonio, Sales Buy·ologist

Social Proof : Testimonials, Case Studies or Videos. In this video Sales Training expert and keynote speaker Victor Antonio talks about the different types of social proofs or persuasion tools you can use to convince a client. People are more convinced when the see other testimonials from other clients, especially those that are similar to their own needs or industry and are recorded on video. In this video, Victor Antonio discusses the advantages and disadvantages of all three types of social proof.

Sales Influence Moment #61 – What Motivates You: Internal, External or Eternal Motivators?

by Victor Antonio, Sales Buy·ologist

What motivates people to buy is important. Understanding those motivations will provide you some coordinates on how best to approach the prospect.  I’ve identified three (3) broad categories,…see if you agree.

Fallen Ladders Don’t Matter – A Story of Passion Over Adversity

Rio Grande (Barrio Guzman Arriba), Puerto rico

Rio Grande (Barrio Guzman Arriba), Puerto Rico

by Victor Antonio

I rediscovered this article I wrote 8 years ago and thought I’d share it with you.  Although we no longer own the house, the memories will always remain.

We own a home on the island of Puerto Rico nestled high in the mountains against the backdrop of the United States’ only national rainforest, The Yunque.  To say that the trees, faunas and wildlife are incredible is an understatement.

Where we live there are only a few handful of houses spaced apart enough to enjoy one’s own privacy.  One of my neighbors is a wonderful retiree name Emilio.  When you look at Emilio he reminds you of that favorite grandfather who would probably play pranks on you.  Emilio’s humor and energy, if you’re around him long enough, is contagious.

About six months ago as I was pulling up to our house, I saw huge piles of cement powder, boards and tools scattered about Emilio’s front yard.  I went over to see what he was up to.  Emilio had decided to build his own cement patio.  “Incredible”, I thought.  I asked him if he was going to do it himself and he said, “Yeah, why?”   When I returned to Puerto Rico a month or so later he had finished the patio which extended wonderfully off a small dip in the valley giving him an even more spectacular view of the rainforest.

The next time I went to the island, I remember while sitting on my porch enjoying a cup of coffee and the view of the valley, I heard someone yelling my name, “Victor, Victor”.   When I came done the road by Emilio’s house I saw him sitting on the roof of his house with his feet dangling over the edge and laughing.  Apparently, while repairing some shingles on his roof, the wind came by and blew the ladder away and he had no way of getting down.  After a few moments of laughter, on my part, I put the ladder back in place so Emilio could get down.

Last week we went up to the house in Puerto Rico again to find Emilio finishing up the installation of a hot water heater powered by a couple of solar panels he had installed.  Apparently technology didn’t scare this old guy either.

That night we sat down and chatted while sipping on a few cold ones.  Emilio’s story of how he was raised and the adversities he’s had to overcome made him even more amazing.  One of the most recent challenges was the loss of his wife to cancer 10 years ago after 42 years of marriage.  She died before their dream house there in Puerto Rico was finished.  Emilio can’t go for more than 10 minutes in a conversation without bringing up her name.  To hear him speak of his wife, you think she’s in the next room.  A beautiful black and white photo of their wedding sits alone atop a desk and is the first thing you notice when you step inside his home.

Emilio still takes care of his house and continues to improve on it.   I suspect that in his mind he’s not building it alone.  No.  Whatever new task Emilio takes on, his wife is right there beside him in spirit.  His vision for their dream house continues to motivate him on to the next project.

Unlike Emilio, many of us have lost our motivation.  We’ve lost that drive to bring about the life we once thought of having.  We’ve surrendered it to the past and have become apathetic in reclaiming it.  Our will to pursue our passion, our dream, our vision has atrophied.

Many of us complain that it’s too late to start a career or learn a new skill.   We think we’re too old to learn anything new.  Think of Emilio.  He learned how to build the patio as he went…at 78!

Many of us stop dreaming because of some tragedy or misfortunate event.  Think of Emilio.  He taught me to work through the pain, push on and give your life new purpose, new meaning.

And, many of us are afraid to fail or look stupid in the process of building our dream.  Failure scares us.  Think of Emilio sitting on the roof when the ladder was blown out from under him.  I didn’t find him on the roof depressed or belittling himself.  Instead I found a big kid laughing at himself and the situation.  From Emilio I learned that fallen ladders (i.e., things don’t go the way we planned them) don’t matter and it’s OK to ask (or in Emilio’s case yell) for help.

Emilio shows no sign of letting up.  He’s a human Energizer bunny still going strong, still building on his dream, still holding steady to a shared vision.

Are you still holding steady to your vision of happiness?!

Are you still building?!

Remember to laugh when the winds of misfortune blows your ladder out from under you.   And, don’t be afraid to ask (or yell) for help.  You may be surprised at who shows up to help support your vision.

 

Copyright © 2004 by Victor Antonio G.   All rights reserved.  This article MAY be reproduced in any form or by any means, electronic or mechanical, including photocopying, as long as the author’s name, website and email address are included as part of the article’s body.  All inquiries, including information on electronic licensing, should be directed to Victor Antonio G.


Sales Influence Moment #60 – Menu Influence via Dollar Signs, Numbers or Text

by Victor Antonio

Note: This study was also highlighted in the new book, “Brainfluence” by Roger Dooley.  A great read; I suggest you go out and buy yourself a copy!

Sales Influence Moment #59 – The Attention Span Curve: How Clients Listen When You’re Selling

by Victor Antonio

The video is key in understanding how to present.  Knowing when and how to insert ” pattern interrupts ” is key in maintaining your audience’s attention.

Sales Influence Moment #58 – Missed Information and Repetition in a Sales Presentation

by Victor Antonio

Response Block Selling – Part 5

by Victor Antonio

Sales Training Course on “Response Block Selling: A New Approach for Lowering Buyer Resistance and Selling More”.

This program will literally change how you present your product or service to a potential buyer. Response Blocking is a method for preempting a buyer’s objection before he voices the objection.

The premise of Response Block Selling is the following: If a buyer states an objection aloud, the buyer is more likely to stick to that objection (rule of consistency) and will look for validating information (selective perception) to support or defend that particular viewpoint.

So the key here is to prevent the buyer from voicing an objection thereby shunting the need to then support that objection. Learn how to ‘structure a response block’ that will lowers a buyer’s resistance making the sale that much easier.

In my book you will find over 20 examples of common objections salespeople face when selling. Using the Response Blocking System you will learn how to minimize and discard each objection thereby reducing the buyer’s resistance. Forget ‘blocking or overcoming’ objections; learn how to prevent them from occurring in the first place.

You can download my book, “RESPONSE BLOCK SELLING” along with the AUDIO book for FREE at http://www.VictorAntonio.com/promo

Response Block Selling – Part 4

by Victor Antonio

Sales Training Course on “Response Block Selling: A New Approach for Lowering Buyer Resistance and Selling More”.

This program will literally change how you present your product or service to a potential buyer. Response Blocking is a method for preempting a buyer’s objection before he voices the objection.

The premise of Response Block Selling is the following: If a buyer states an objection aloud, the buyer is more likely to stick to that objection (rule of consistency) and will look for validating information (selective perception) to support or defend that particular viewpoint.

So the key here is to prevent the buyer from voicing an objection thereby shunting the need to then support that objection. Learn how to ‘structure a response block’ that will lowers a buyer’s resistance making the sale that much easier.

In my book you will find over 20 examples of common objections salespeople face when selling. Using the Response Blocking System you will learn how to minimize and discard each objection thereby reducing the buyer’s resistance. Forget ‘blocking or overcoming’ objections; learn how to prevent them from occurring in the first place.

You can download my book, “RESPONSE BLOCK SELLING” along with the AUDIO book for FREE at http://www.VictorAntonio.com/promo

Response Block Selling – Part 3

by Victor Antonio

Sales Training Course on “Response Block Selling: A New Approach for Lowering Buyer Resistance and Selling More”.

This program will literally change how you present your product or service to a potential buyer. Response Blocking is a method for preempting a buyer’s objection before he voices the objection.

The premise of Response Block Selling is the following: If a buyer states an objection aloud, the buyer is more likely to stick to that objection (rule of consistency) and will look for validating information (selective perception) to support or defend that particular viewpoint.

So the key here is to prevent the buyer from voicing an objection thereby shunting the need to then support that objection. Learn how to ‘structure a response block’ that will lowers a buyer’s resistance making the sale that much easier.

In my book you will find over 20 examples of common objections salespeople face when selling. Using the Response Blocking System you will learn how to minimize and discard each objection thereby reducing the buyer’s resistance. Forget ‘blocking or overcoming’ objections; learn how to prevent them from occurring in the first place.

You can download my book, “RESPONSE BLOCK SELLING” along with the AUDIO book for FREE at http://www.VictorAntonio.com/promo

Happy New Year – 2012

Let’s agree to ignore the current state of the economy and make it a prosperous New Year in spite of it!  Happy Selling!

Response Block Selling – Part 2

Sales Training Course on “Response Block Selling: A New Approach for Lowering Buyer Resistance and Selling More”.

This program will literally change how you present your product or service to a potential buyer. Response Blocking is a method for preempting a buyer’s objection before he voices the objection.

The premise of Response Block Selling is the following: If a buyer states an objection aloud, the buyer is more likely to stick to that objection (rule of consistency) and will look for validating information (selective perception) to support or defend that particular viewpoint.

So the key here is to prevent the buyer from voicing an objection thereby shunting the need to then support that objection. Learn how to ‘structure a response block’ that will lowers a buyer’s resistance making the sale that much easier.

In my book you will find over 20 examples of common objections salespeople face when selling. Using the Response Blocking System you will learn how to minimize and discard each objection thereby reducing the buyer’s resistance. Forget ‘blocking or overcoming’ objections; learn how to prevent them from occurring in the first place.

You can download my book, “RESPONSE BLOCK SELLING” along with the AUDIO book for FREE at http://www.VictorAntonio.com/promo

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