by Victor Antonio
Filed under: *Video Episodes* - Sales Influence Moments, Presentation Skills | Tagged: atlanta, georgia, repetition, sales presentation, selling, victor antonio | Leave a Comment »
Sales Influence Moment #58 – Missed Information and Repetition in a Sales Presentation
Posted on January 25, 2012 by Sales Influence
Response Block Selling – Part 5
Posted on January 24, 2012 by Sales Influence
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
Filed under: *Video Episodes* - Sales Influence Moments, Handling Objections | Tagged: victor antonio, georgia, selling, atlanta, salespeople, commitment, sales video, sales training tip, blocking objections, overcoming objections, response block selling, selective perception, objection, cognitive dissonance, new approach | Leave a Comment »
Response Block Selling – Part 4
Posted on January 23, 2012 by Sales Influence
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
Filed under: *Video Episodes* - Sales Influence Moments, Handling Objections | Tagged: objection, overcoming objections, salespeople, selective perception | Leave a Comment »
Response Block Selling – Part 3
Posted on January 16, 2012 by Sales Influence
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
Filed under: *Video Episodes* - Sales Influence Moments | Tagged: altanta georgia, blocking objections, reducing resistance, response block selling, sales training, selling, victor antonio | Leave a Comment »
Happy New Year – 2012
Posted on January 1, 2012 by Sales Influence
Let’s agree to ignore the current state of the economy and make it a prosperous New Year in spite of it! Happy Selling!
Filed under: Uncategorized | Leave a Comment »
Response Block Selling – Part 2
Posted on December 31, 2011 by Sales Influence
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
Filed under: *Video Episodes* - Sales Influence Moments, Influence & Persuasion, Presentation Skills | Tagged: blocking objections, Business, overcoming objections, response block selling, sales training, selling | Leave a Comment »
Testimonial: Customized Sales Training Program
Posted on December 28, 2011 by Sales Influence
Back in May I helped a Canadian company develop a customized sales training program for their company. Today, I get a wonderful pair of Canadian mitts and the following letter enclosed:
“Dear Victor, A much belated but no less heart felt THANK YOU!! I’ve been training with this most excellent tool for a month now and love it!! I am much obliged to you for all your work with us and look forward to future collaborations!”
Heather Kitely, Sales and Training Development
One of the joys of being a sales trainer is the people you meet. It’s even nicer when they take the time to say thank you in their own special way.
Victor Antonio
Filed under: Testimonials | Tagged: victor antonio gfd atlanta georgia canada mitts | Leave a Comment »
Response Block Selling – Part 1
Posted on December 23, 2011 by Sales Influence
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
-
Filed under: *Video Episodes* - Sales Influence Moments, Handling Objections | Tagged: atlanta georgia, blocking objections, Business, buyer resistance, coaching, influence, overcoming objections, persuasion, presentation, sales pitch, sales training, selling, victor antonio | Leave a Comment »
Sales Training Tip #57 – Presentation and Executive Presence with Purpose
Posted on November 14, 2011 by Sales Influence
by Victor Antonio
In this sales training tip you’ll learn how to structure a 15 minute presentation and how many key points to make. An executive presence with purpose will be the end result if you follow this delivery format.
Filed under: *Video Episodes* - Sales Influence Moments, Presentation Skills | Tagged: executive presence, format presentation, powerpoint, presentation, sales, sales training, selling | Leave a Comment »
Sales Influence Moment #56 : Fun Video on How to Guide a Buyer Behavior (Part 2 of 2)
Posted on November 12, 2011 by Sales Influence
by Victor Antonio
Part 2 of How Asking Probing Questions can Guide a Clent’s Answer. Recall in Sales Influence Moment #54 how I guided Rick’s answer. Some call it manipulation, others call it careful planning in persuasion. Here I explain how I did it!
Filed under: *Video Episodes* - Sales Influence Moments | Tagged: guide behavior, influence, probing, questions, sales training tip, selling | Leave a Comment »
Sales Influence Moment #54 : How to Guide a Client (Buyer) Using Probing Questions (Part 1 of 2)
Posted on November 12, 2011 by Sales Influence
by Victor Antonio
Remember that I’ve said that average salespeople practice what to say, the best of the best salespeople practice what to ask. In this sales training video I’m going to show you how asking probing questions and guiding a client’s behavior can get the client to arrive at a conclusion you’ve already had in mind.
Some call it manipulation, others call it careful planning in persuasion. See how I get my friend Rick to cough up the answer I want.
Filed under: *Video Episodes* - Sales Influence Moments | Tagged: influence, persuasion, probing questions, sales tip, sales training, salespeople, selling, training video, victor antonio | Leave a Comment »
Sales Influence Moment #53 – How Price and Brand Influence our Decision Making Heuristics
Posted on October 17, 2011 by Sales Influence
Sales Influence Moment #52 – How Heuristics are used as Shortcuts to Decision Making
Posted on October 17, 2011 by Sales Influence
by Victor Antonio
Our brain is pre-programmed with ‘shortcuts’ in thinking that drive and influence not only our behavior, but our client’s behavior as well. If you can understand how these shortcuts to thinking work, you should be able to position your product or service effectively. Here’s what I mean:
Filed under: *Video Episodes* - Sales Influence Moments | Leave a Comment »
Sales Influence Moment #51 – Buyer Shortcuts in Decision Making (Heuristics)
Posted on September 1, 2011 by Sales Influence
Sales Influence Moment #51 – The Importance of Eye Contact and Credibility
Posted on August 24, 2011 by Sales Influence
by Victor Antonio
When it comes to sales influence, we rarely hear about the power of eye contact and how it plays into building rapport and credibility with a client. I found this study that may shed some light on just how important it really is to be conscious of how often we make eye contact with our clients when speaking or presenting to them.
Filed under: *Video Episodes* - Sales Influence Moments | Tagged: body language, credibility, eye contact, sales influence, sales training, selling, victor antonio | Leave a Comment »
Sales Influence Moment #50 – How Listening Skills Increase Buyer Validation
Posted on August 16, 2011 by Sales Influence
by Victor Antonio
We’ve all been taught that listening is an essential skill for any salesperson who wishes to be successful. In this video I discuss why often times it’s hard to listen, but more importantly, I discuss what I’ll call the “beneficial psychology” of listening.
Filed under: *Video Episodes* - Sales Influence Moments | Tagged: buyer validation, georgia, sales tips, sales training video, self-esteem, selling, victor antonio | Leave a Comment »
Sales Influence Moment #48 – Get Higher Tips, Reciprocity and Your USP
Posted on August 3, 2011 by Sales Influence
by Victor Antonio
Filed under: *Video Episodes* - Sales Influence Moments | Tagged: influence, persuasion, sales training, sales training video, selling, victor antonio | Leave a Comment »
Endorsement: ICCFA Wide World of Sales Conference
Posted on July 20, 2011 by Sales Influence
Just wanted to share; what makes this endorsement special is that there were about 8 top Sales Trainers presenting at this 3 Day event.
“Victor spoke at our Wide World of Sales Conference in 2010. His presentation was the best-rated at that event, and our members continue to talk about it to this day. He was engaging and entertaining, but even more important, he offered real-world, “how to” sales advice that attendees could put to use right away. He was professional and prepared, eager to tailor his message to our audience, and an overall great guy to work with. I highly recommend Victor as a speaker and a trainer.”
Linda Budzinski, Director of Communications and Membership Services
Filed under: Testimonials | Tagged: iccfa, sales trainer, sales training, wide world of sales | Leave a Comment »
