In this short video I try to highlight how using a simple, tangible tactic called the ‘Power of One’ in selling might make buyers more apt to believe what you’re proposing.
Filed under: *Video Episodes* - Sales Influence Moments | Tagged: 1% rule, atlanta georgia, one percent, power of one, return on investment, roi, roi selling, sales technique, sales training, selling, selling value, victor antonio, video tip | Leave a Comment »
Being able to guide or control a conversation with a client is useful in ‘creating awareness’ of a problem or situation (i.e., losing money) that the client is otherwise unaware of.
Filed under: *Video Episodes* - Sales Influence Moments | Tagged: asking questions, atlanta, close ended questions, georgia, interview client, open ended questions, questions, sales, sales consultant, sales training, selling, trainer, victor antonio | Leave a Comment »
Competing on Value re-emphasizes that the approach to selling should be value-creation and not price justification. Although it was written in 1991, this book could’ve been easily written last month. The principle of selling on value and demonstrating ROI is more important today than ever.
Filed under: B2B Sales, Book Reviews | Tagged: atlanta, competing on value, georgia, mack hanan, peter karp, roi, tco, value creation, value selling, value strategy, victor antonio | Leave a Comment »
Sometimes when I’m recording a simple 2 minute video…I just can’t seem to get it. It’s harder than it looks. – Here’s how it FINALLY turned out:
Filed under: *Video Episodes* - Sales Influence Moments | Tagged: atlanta georgia, bloopers, sales influence, victor antonio, video | Leave a Comment »
I’m a Dr. Dan Ariely fan and this video is another reason why I admire his work. He is a behavioral economist and author of ‘Predictably Irrational’ and his new book, “The Upside of Irrationality” is now available on paperback. In this video Ariely explains why we make ‘irrational’ decisions when it comes to deciding [...]
Filed under: *Video Episodes* - Sales Influence Moments, Influence & Persuasion | Tagged: behavioral economics, dan ariely predictably irrational, psychology, upside of irrationality | Leave a Comment »
Read this great blog post on how our mind makes decisions on whether or not to make a purchase based on our perceived constraints. Click Here
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Based on the book Consultative Selling by Mack Hanan.
Filed under: *Video Episodes* - Sales Influence Moments | Tagged: atlanta, b2b, b2b sales, consultative selling, georgia, mack hanan, roi, sales training, selling, system selling, victor antonio | Leave a Comment »
