Response Block Selling – Part 2
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 »
Video: It’s always good form in selling to confirm a buyer’s priorities (i.e., needs versus wants) before you launch into your dog-and-pony presentation.
Filed under: *Video Episodes* - Sales Influence Moments, Influence & Persuasion, Presentation Skills | Tagged: atlanta, client, confirmation, customer, georgia, needs, presentation, priority, sales technique, sales training, selling, victor antonio, video, video sales tip, wants | 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 [...]
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Selling the features and the benefits is the equivalent of selling the gain, not the loss. So we need to learn how to sell to Pain, and not the gain.
Filed under: Influence & Persuasion, Motivation | Tagged: sales training sell pain not gain victor antonio atlanta georgia loss aversion | Leave a Comment »
Book by Joseph Hallinan which is quite insightful on how we make decisions.
Filed under: Book Reviews, Influence & Persuasion | Tagged: atlanta georgia, book review, business speaker, influence, joseph hallinan, persuasion, sales influence, sales trainer, selling, victor antonio, why we make mistakes | 2 Comments »
Part 2 on why Sales Influence differs from other sales training programs
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Part 1 on why Sales Influence differs from other sales training programs
Filed under: *Video Episodes* - Sales Influence Moments, Influence & Persuasion | Tagged: atlanta georgia, business speaker, ga, georgia, Handling Objections, persuasion, sales influence, sales trainer, sales training, selling, victor antonio | Leave a Comment »
Does simply nodding your head help you pump more information out of your client? Find out.
Filed under: Articles, Influence & Persuasion | Tagged: atlanta georgia, body language, ga, investigative sales process, investigative selling, persuasion, questioning, sales influence, sales motivational keynote, sales trainer, sales training, selling, victor antonio | Leave a Comment »
Video: The Door-In-The-Face strategy is an effective approach used to get someone to agree after rejecting your initial request
Filed under: *Video Episodes* - Sales Influence Moments, Handling Objections, Influence & Persuasion | Tagged: atlanta georgia, business speaker, door face ditf, Handling Objections, persuasion, Presentation Skills, sales influence, sales trainer, victor antonio | 5 Comments »
Recent studies show that too many options may cause the buyer to ‘defer’ (i.e., not make) a decision when purchasing a product. Find out if it’s a good idea to offer many options.
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How to Double Your Lemonade Sales By Victor Antonio, Sales Influence (author’s note: I wrote this article late last year and thought it was worth posting on this blog) I’d like you to read the following two phrases and mentally note how each one makes you feel. Spend Time Waste Money It won’t shock either [...]
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