Cover art for podcast Sales Influence - Why People Buy!

Sales Influence - Why People Buy!

559 EpisodesProduced by Victor AntonioWebsite

Today's buyer is more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How Clients Buy" by using the latest studies in consumer behavior and neuromarketing to sell more effectively!

559 Episodes | 2016 - 2022

Get Inside Your Buyer's Brain with Tim Riesterer, Sales Influence(r)

November 6th, 2022

53:28

Join me and Tim Riesterer on the buying motives of the human brain.  This is a great discussion with empirical data to back up the conversation on this Sales Influence Podcast.

#timriesterer #salesinfluence

The Silent Influencer with Rob Ashton, Sales Influence(r)

November 1st, 2022

1:08:00

The way we write is wrong!  Few people really understand how the words we read and write affect what we think and do. Rob's on a journey to uncover and share the science behind it, so we can all build better working and …

The Dark Sales Funnel with Joe McNeill, Sales Influence(r)

October 26th, 2022

42:56

In this episode, Joe McNeill of Influ2 talks about the role of sales and how there is light at the end of a dark sales funnel.  #darkfunnel #bigtincan

CX & Future of Marketing with Robert Rose, Sales Influence(r)

October 18th, 2022

46:07

In this conversation with Robert Rose, we jump into the buying experience and marketing roles in the new digital era.

The Big Deal with Luigi Prestinenzi, Sales Influence(r)

October 11th, 2022

58:28

In this episode, I speak with sales consulting Luigi Prestinenzi, Sales IQ who's going to share some ideas on how to land the #bigdeal.

Your Pipeline is Lumpy with Matt Heinz, Sales Influence(r)

October 5th, 2022

49:20

Great discussion with Matt Heinz on a range of sales and marketing topics on this episode of the Sales Influence Podcast sponsored by Bigtincan!

#bigtincan #lumpypipeline

Profitable Prospecting with Mark Hunter, Sales Influence(r)

October 4th, 2022

47:27

What can you do to prospect more effectively?  Find out on this Sales Influence podcast with Mark 'The Sales' Hunter.

411 - Status Quo v. Indecision

October 4th, 2022

5:36

Knowing which state a client is in, will guide our sales conversation to a higher close rate.

Client says, " Can we do another Demo? " - EP409

September 22nd, 2022

6:01

What should you say or how should you respond when the client says, " Can we do Another Demo. " Find out on this #salesinfluence #podcast

The JOLT Effect with Matt Dixon, Sales Influence(r)

September 19th, 2022

1:02:55

The JOLT Effect, a new book by Matt Dixon and Ted McKenna, is reviewed on the Sales Influence podcast.  

408 - 4 Sales Scenario Presentations

September 15th, 2022

7:14

Context matters!  There are 4 sales scenarios you should prepare for when making a presentation.

 

#salespresentation

407 - Investor Pitch Formula

September 14th, 2022

6:59

Use this Formula to Pitch Investors - SPIN: Situation - Problem - Implication and Need-Payoff. SPIN was developed by Neil Rackham and explained in …

406 - When Prospects Hesitate...Do this

September 13th, 2022

6:55

What do you do when a prospect hesitates in moving forward with a sale or a deal? Answer: You ask this question, "It seems to be that something is …

Organize Your Spaghetti with Amy Franko, Sales Influence(r)

September 6th, 2022

51:20

This episode is sponsored by Bigtincan where I speak with sales consultant Amy Franko on how to sell to today's modern buyer and how to organize your …

A CEO's Diary with Brandon Bornancin, Sales Influence(r)

August 25th, 2022

48:04

CEO of Seamless.ai, Brandon Bornancin joins me on this episode, sponsored by Bigtincan, and opens up his diary to discuss sales, marketing, and management tips.

#bigtincan #seamless #brandonbornancin

Selling in a Recession #17 -  Categorize Your Clients

August 20th, 2022

2:03

Selling in a Recession #17 -  Categorize Your Clients with Victor Antonio at http://www.VictorAntonio.com

This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's …

Selling in a Recession #16 - CXO to CXO Leverage

August 19th, 2022

3:05

Selling in a Recession #16 -  CXO to CXO Leverage with Victor Antonio at http://www.VictorAntonio.com

This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's …

The Story Seller with Bernadette McClelland, Sales Influence(r)

August 18th, 2022

55:19

In this episode of the Sale Influence(r) podcast, I speak with the Story Seller from Down Under, Bernadette McClelland who walks us through the use and power of selling using storytelling.  This episode is sponsored by …

Selling in a Recession #15 - No Discounting

August 17th, 2022

2:12

Selling in a Recession #15 - No Discounting with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant …

Honor Your Prospects with Tony Parinello, Sales Influence(r)

August 16th, 2022

59:22

In this interview, Mr. Selling to VITO (Very Important Top Officers), Tony Parinello, and I talk about what sales used to be, what it has become, and how you can sell more effectively to decision-makers and …

Elite Sales Strategies with Anthony Iannarino on Sales Influence(r)

August 12th, 2022

52:49

Elite Sales Strategies with Anthony Iannarino on Sales Influence(r) where we talk consultative selling and the one-up position philosophy for sales …

Selling in a Recession #14 - Easy Access to Decision-Makers

August 12th, 2022

1:45

Selling in a Recession #14 - Easy Access to Decision-Makers with Victor Antonio at http://www.VictorAntonio.com

This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to …

Selling in a Recession #13 - Less Competition

August 11th, 2022

1:58

Selling in a Recession #13 - Less Competition  with Victor Antonio at http://www.VictorAntonio.com

This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's …

Sales Enablement Obsession with Rusty Bishop, Sales Influence(r)

August 10th, 2022

1:01:13

Bigtincan's Chief Marketing Officer Rusty Bishop joins me on the Sales Influence(r) podcast to talk about his Sales Enablement Obsession (SEO) and …

Selling in a Recession #12 - Offer FREE Training or Services

August 10th, 2022

3:00

Selling in a Recession #12 - Offer FREE Training or Services with Victor Antonio at http://www.VictorAntonio.com

This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to …

Selling in a Recession #11 - Offer Better Terms & Conditions

August 10th, 2022

2:51

Selling in a Recession #11 - Offer Better Terms and Conditions with Victor Antonio at http://www.VictorAntonio.com

This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to …

Selling in a Recession #10 -  Oust Your Competition

August 4th, 2022

2:37

Selling in a Recession #10 -  Oust Your Competition with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's …

Selling in a Recession #9 -  Reactivate Old Clients

August 3rd, 2022

2:06

Selling in a Recession #9 -  Reactivate Old Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's …

Selling in a Recession #8 - Receptive Decision Makers

August 2nd, 2022

2:29

Selling in a Recession #8 - Receptive Decision Makers with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's …

Selling in a Recession #7 -  Help Struggling Clients

August 2nd, 2022

3:43

Selling in a Recession #7 -  Help Struggling Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's …

Selling in a Recession #6 -  Focus on Tier 1 Clients

August 2nd, 2022

2:52

Selling in a Recession #6 -  Focus on Tier 1 Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's …

Selling in a Recession #5 - Relieve Client Pressure

July 31st, 2022

2:16

Selling in a Recession #5 - Relieve Client Pressure with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's …

Selling in a Recession #4 - Use Retention Strategies

July 30th, 2022

2:58

Selling in a Recession #4 - Use Retention Strategies with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's …

Selling in a Recession #3 -  Sales Training Upgrade

July 28th, 2022

2:00

Selling in a Recession #3 -  Sales Training Upgrade with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's …

Market Leader - How Best Leaders Manage People

July 28th, 2022

6:47

How to Manage People and Be a Better Leader - Market Leader Learn how to manage people and be a better leader by applying one of two management theories: X or Y. http://www.VictorAntonio.com #managepeople #betterleader …

405 - Overcoming Indecision

July 27th, 2022

9:03

In this episode of the Sales Influence podcast, Victor gives you some tips on helping customers out with overcoming indecision.

Get Sales Velocity Academy Enterprise for your company. Apply here:

Selling in a Recession #1 - Upselling to Existing Clients

July 27th, 2022

3:28

Selling in a Recession #1 -  Upselling to Existing Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to …

Special - Scaling Your Business

June 15th, 2022

3:00

Here are 4 ways to scale your business on this sale influence podcast.

404 - Be a Sales Sherpa

June 15th, 2022

6:36

Here's what it takes to win more clients in today's competitive market.

 

403 - Turn Your Camera ON

June 15th, 2022

3:56

Here's how you get folks to turn their cameras on so you can connect.

402 - Level 3 Selling

June 15th, 2022

6:37

There are 3 levels to selling,...where do you fit?

401 - Dealing with Scared Clients

June 15th, 2022

7:00

How can you move a deal forward (i.e., close it)?  Learn how to reduce a client's fears!

400 - Stop Being Skeptical

June 15th, 2022

7:03

The number 1 thing that holds people back is skepticism...let's talk about it on the sales influence podcast.

399 - Training for Results

April 29th, 2022

4:46

3 Step Training Formula for training people or doing a workshop.

398 - Strong vs Weak Salesperson

April 28th, 2022

9:56

What makes a strong vs. weak salesperson?  Find out on this Sales Influence Podcast.

How to Sell Training & Services (R102)

April 26th, 2022

11:23

Understand the customer's pain points:

- Help them close deals

- Leverage good leads

- Long Sales Cycles

- Average deal size

- Not enough sales activities

- Can't demo value

- Bad presentation skills

- Upselling and …

397 - Guaranteed RFP Win

April 26th, 2022

8:09

 Guaranteed RFP Win on this episode of the Sales Influence Podcast.

396 - Closing Service Deals

April 26th, 2022

8:02

Closing Service Deals with Limited Contract or contractual obligation. #servicesales #servicedeals 

395 - Price Increase Conversation #10 - Adding Value

April 26th, 2022

3:49

Price Increase Conversation #10 - Adding Value.  #priceincrease

394 - Price Increase Conversation #9 - Using a Reward System

April 26th, 2022

4:26

Price Increase Conversation - Using a Reward System.

#priceincrease 

393 - Price Increase Conversation #8 - Down-Sell the Deal

April 8th, 2022

6:34

Price Increase Conversation tactic #8 is knowing how to down-sell using the good, better and best approach.

392-Price Increase Conversation #7 - Using Tradeoff

April 3rd, 2022

5:25

Price Increase Conversation using Trade-Offs #7

12 Months Sales Challenge to Win Big (R101)

March 25th, 2022

10:53

Here are 12 things you can do to win big at sales:

Positive Mental Habits

Product Knowledge

Define Your Target Market + Buying Habits

Define Your Sales Process

Presentation Skills

Influence and Persuasion Techniques

390 - Price Increase Conversations #5 - Price Creeping

March 23rd, 2022

5:07

In this episode of the Sales Influence podcast, Victor gives you some good tools for selling the price increase using the PRICE CREEPING method when …

389 - Price Increase Conversation #4 - Extend and End

March 23rd, 2022

5:58

Use this 'Extend and End' strategy to get clients used to accepting a higher price over time in your pricing conversations.

388 - Price Increase Conversation #3 - Anchoring the Price

March 22nd, 2022

6:30

In a price increase conversation, anchoring a price can help you nudge the client to accept the new pricing.  Here's how you sell the price increase with anchoring!

What is Your Time Worth - Victor Antonio (R100)

March 18th, 2022

12:28

Part of owning your time is knowing what its value is.  Time management is also money management.  Sales Influence Podcast with Victor Antonio (R100)

387 - Price Increase Conversation #2 - The DRIP Method

March 11th, 2022

5:22

Sometimes it's best to mention the possibility of a price increase to get clients use to the idea that one is coming.  Here's who you use the Drip Method.

386 - Price Increase Conversation #1: Tell Them Why

March 10th, 2022

4:27

Price Increase Conversation #1: "Tell Them Why" highlights that customers or clients will be more accepting of a price increase if they know why and how it will benefit them.

385 - Sales Tools vs Sales Fools

March 4th, 2022

7:12

As we begin to incorporate more tech into our stack, we need to be smarter.

384 - Aim for Success

March 4th, 2022

8:55

This is about staying focused on what it is you want to do and want...avoiding the pessimism!

383 - Price Increase Conversations

March 4th, 2022

16:02

Price increase conversations is a skill we all need to develop for today's salespeople.

ABC - Attitude Behavior Consequence

February 16th, 2022

3:38

In this Behind the Wheel episode, I look at ABC, Always be Closing....no.  How your attitude will drive your behavior which will eventually determine your consequence or outcome.

382 - Spinning a Story

February 4th, 2022

5:07

Here are 4 elements to a convincing story to help you sell more.

381 - Big Sales Rocks

February 3rd, 2022

4:55

When it comes to doing high leverage activities, keep in mind the example of the bowl and big sales rock story.  HLA should be done early.  Also, …

380 - Avoid No Decisions

February 2nd, 2022

9:27

Your biggest competitor is not your competitor, it's a no- decision.  

379 - Create a Value Chain

January 31st, 2022

6:42

Every product/service can be differentiated if we look hard enough. Use a value chain to find those points of differentiation in your sales process.

378 - Position Your Value...Again

January 30th, 2022

8:25

Position your value, not your price; that's the message.  Shifting your mindset to selling on value will allow you to see how you can sell more effectively.

376 - 3 Levels of Empathy

January 26th, 2022

6:17

There's rational, compassionate and convulsive empathy when it comes to understand what your buyer is going through.

375 - Sell Without Selling Out

January 25th, 2022

4:35

In this podcast I review Andy Paul's new book, Sell Without Selling Out!

377 - IntraProspecting: A New Sales Term

January 24th, 2022

6:01

When it comes to finding new business, we rely on two overarching strategies:

  • We have 'inbound' prospecting (marketing).
  • We have 'outbound' …

374 - STOP Asking That Question

January 23rd, 2022

9:33

As buyers become more aware and smarter, here's a question you should STOP asking and here's what you should ask instead.

373 - Name That Sales Tune

January 22nd, 2022

9:01

We go from Name That Tune to Name that Sales Problem using the F.I.T. model for asking questions.

372 - Generational Narcissism & Robert Greene

January 13th, 2022

8:37

Sales Influence Podcast with Victor Antonio on Generational Narcissism & Robert Greene

How to Set Pricing with Chris Mele on Sales Influence(r)

November 1st, 2021

44:37

How to Set Pricing with Chris Mele on Sales Influence(r)

#pricing #prices

Español - El Franquiciado Que Vende con Juan Rivera

October 26th, 2021

41:54

Influencia en Ventas presenta El Franquiciado Que Vende con Juan Rivera y Victor Antonio donde hablamos del exito en ventas y mercadeo

Really Care for Them with Sales Influence(r) Mareo McCracken

October 26th, 2021

32:57

Really Care for Them: How Everyone Can Use the Power of Caring to Earn Trust, Grow Sales, and Increase Income. No Matter What You Sell or Who You Sell It To

369 - Value Motive

October 24th, 2021

4:28

Let's shift from a Profit Motive to a Value Motive on this Sales Influence Podcast with Victor Antonio #valuemotive

368 - Voice of Treason

October 24th, 2021

4:55

It's that little voice in your head that betrays you on this Sales Influence Podcast with Victor Antonio

This Week in Sales #42 - With Victor Antonio and Will Barron

October 18th, 2021

51:49

On this week in sales we’ll be looking at: Spaced learning, The Netflix of Cars Sales, “Inclusive” sales training

And much more!

This Week in Sales #41 - With Victor Antonio and Will Barron

October 18th, 2021

1:00:42

This Week in Sales #40 - With Victor Antonio and Will Barron where we talk why salespeople don't go after big deals and more.

Book Review: Tech Powered Sales

October 13th, 2021

3:05

Book Review: Tech Powered Sales by Justin Michael and Tony Hughes.

Español : Escuela de Ventas con Agustin Nuño

October 4th, 2021

33:57

En este podcast hablamos de todo ventas, como ejecutar y ganar como vendedor(a). El mercado de ventas sigue cambiando y la destreza deben de coincidir. Escuela de Ventas con Augustin Nuño - Influencia En Ventas Serie.

Pipeline Signals with Jamie Shanks, Sales Influence(r)

September 28th, 2021

36:10

In this podcast we talk about Jamie Shanks' new venture into pipeline signals and how selling is changing.  

This Week in Sales #40 - With Victor Antonio and Will Baron

September 23rd, 2021

55:35

EP40 - THIS WEEK IN SALES

On this week in sales we’ll be looking at:

Brainshark (allegedly) being in violation of biometric privacy rights

Revenue …

How Decisions Drive Behavior with Tyler Ludlow, Sales Influence(r)

September 22nd, 2021

52:56

Find out how we think, how we make decisions with Tyler Ludlow on the Sales Influence(r) Podcast.

This Week in Sales #39 - Victor Antonio + Will Barron

September 17th, 2021

51:19

On this week in sales we’ll be looking at:

- RFP management - Self-service for Salesforce - How long it’ll take before Victor crashes his new bike

Loopio and Seismic Launch Enhanced RFP Content Management Integration …

This Week in Sales #36 with Victor Antonio and Will Barron

July 28th, 2021

53:29

On this week in sales we’ll be looking at:

  • All the sales tech companies getting funding (the market is booming)
  • Chorus.ai doing conversational …

Story Time - Meeting a Legend

July 28th, 2021

4:06

This is a fun story of how I met my virtual mentor and what I had to do to get a meeting with the late, great Zig Ziglar...this is my story!

367 - 5 Steps to Getting New Clients

July 24th, 2021

2:45

When trying to get a client to switch to your product (or service), you have to understand the resistance to change...in order to get them to change. Here's a simple META framework that highlights the Top 5 things you …

This Week in Sales #35

July 21st, 2021

58:21

On this week in sales we’ll be looking at:

  • Zoominfo buying Chorus.ai
  • Faceless avatars being set to take over the sales profession
  • How much should …

The Ignorance Tax

July 20th, 2021

4:06

I Almost Got FIRED- Years ago I was nominated to be Vice President of all of Latin America for a Telecom company.  I moved my  family to Argentina …

366 - Build an Upselling Roadmap

July 15th, 2021

2:44

Why create an upselling roadmap?  If you want to sell more to existing clients, this is it.

365 - Follow-up + Sell More

July 14th, 2021

2:50

Decision Fatigue - How to Sell More on Follow-ups

34 - This Week in Sales

July 13th, 2021

1:12:30

On this week in Sales, Will Barron and I discuss:

Seismic surpasses $200m in annual revenue 

B2B Firms Can Price with Confidence

5 strategies can help B2B firms manage price increases

Lilt Launches Next-Generation …

364 - Upsell Impulse Buyer

July 12th, 2021

4:38

Here's a new thought on how to use impulse buys to sell more.

Story - Managers Who Steal Confidence

July 10th, 2021

6:09

This is a story of how a manager stole my confidence and how it took a better manager to restore it.  Here is my story...

363 - Frictionless Experience Sells More

July 8th, 2021

4:53

How can you create a frictionless experience for your customers or clients and sell more?  Find out on this sales influence podcast.  #frictionlessexperience

This Week in Sales EP #33

July 7th, 2021

47:57

On this week in sales Will Barron and I be looking at:

  • Selling behaviours that kill deals
  • Virtual sales recruiting
  • Apple pushing back on working …

Story - Shadowing a Sales Killer

July 6th, 2021

5:49

Shadowing a Sales Killer - A company has a 'sales killer', a true master of the art of selling who is OUTSELLING the sum of 10 salespeople. The …

362 - Transitioning Your Prospects

July 5th, 2021

3:58

The best way to sell is to orient or transition your prospect so they can understand your value that much more. Find  out how.

361 - Art of Saying No

July 5th, 2021

3:25

Here's my quick review of Damon Zahariades' book, The Art of Saying No,....3 ways to do it.

360 - Best Inbound Lead Question

July 3rd, 2021

2:33

Here's the best inbound lead question you  can ask a prospect and what buying signals to look for on this sales influence podcast.

359 - Skip Discovery, Just Demo

July 2nd, 2021

5:17

With impatient clients or prospects, sometimes you have to Skip Discover, Just Demo!  Here's why!

32 - This Week in Sales with Victor Antonio and Will Barron

July 1st, 2021

58:34

This week in sales with Will Barron (www.Salesman.org) and myself as we talk about the latest news in sales training, technology and culture.

358 - 3 Things Buyers Want

July 1st, 2021

2:27

When a buyer or prospect reaches out (inbound lead) to you after doing their research, there are only 3 things they want from you.  #salestip #customerjourney

357 - Control the Sales Conversation

June 30th, 2021

3:53

What are customers looking for in a discussion?  For you to control the conversation and guide them in order to help them make a buying decision.

356 - Agreeable Yet Disagreeable Client

June 30th, 2021

2:13

Learn to listen when a client or prospect disagrees.  Sometimes they're being agreeable but really disagreeing.  This may also be a reason you get ghosted.

355 - Ghost by Prospect or Client (Part 2)

June 30th, 2021

5:31

Here's another look at why a client might ghost you (i.e., not return your calls or emails) on this sales influence podcast.

354 - Ghosted by a Prospect or Client (Part 1)

June 30th, 2021

4:56

If you've ever been ghosted (stopped returning your calls or emails) by a  client or prospect, listen up.  

353 - Get Better, Faster, Stronger

June 25th, 2021

6:05

In selling, it's all about getting Better, Faster, Stronger.  Find out how on this Sales Influence podcast with sales expert and trainer Victor Antonio.

352 - Hugging is Selling

June 24th, 2021

5:53

Let me show you how you can sell more by learning how to hug and caress your product on this sales influence podcast with victor antonio.

351 - Change Client Priorities

June 23rd, 2021

6:46

Learn how you can change a client's priorities when selling while presenting on this sales influence podcast with victor antonio.

#31 - This Week in Sales with Victor Antonio and Will Barron

June 13th, 2021

1:01:47

On this week in sales we’ll be looking at:

  • AI-powered sales enablement platform Gong raises $250M
  • Vidyard integrates with LinkedIn Messaging

Special - The Future of Sales

June 13th, 2021

50:49

The Women Your Mother Warned Your About talks to Victor Antonio on the Victor Antonio

Victor Antonio, sales leader, keynote speaker and best-selling author, brings his trademark energy and straight-talk to the show. …

$350 - 4 Steps to Closing

June 11th, 2021

3:08

4 Steps to Closing a sales on this episode of the Sales Influence Podcast with Victor Antonio when it comes to using persuasion and closing techniques to become an influencer in closing.  A great sales tip!

#30 - This Week in Sales with Victor Antonio and Will Barron

June 9th, 2021

1:07:59

On this week in sales we’ll be looking at: 

  • Sales automation
  • Post COVID lead generation trends
  • Amazon’s Hire to Fire strategy
News: What’s Your …

#349 - Help Your Customers

June 8th, 2021

3:45

Here are several ways you can Help Your Customers Buy on this Sales Influence Podcast with Victor Antonio.

#348 - Sales Disability into Ability

June 7th, 2021

6:09

Here are 4 ways to change how your customer perceives your product or service.

#25 - This Week in Sales with Victor Antonio and Will Barron

April 28th, 2021

1:08:47

On this week in sales #25, Will Barron and I talk about sales engagement and news updates on the world of selling.

#24 - This Week in Sales with Victor Antonio and Will Barron

April 22nd, 2021

1:04:19

If Amazon are going to take over B2B sales Salesforce on it’s cloud 3.0 strategy

Advertisers: Now’s The Time To Reconnect With Consumers Through First-Party Data

Chorus.ai's Conversation Intelligence Platform Receives …

#23 - This Week in Sales with Victor Antonio and Will Barron

April 1st, 2021

1:04:58

EP23 - THIS WEEK IN SALES

On this week in sales we’ll be looking at:

Why Brands are Shifting From Digital To Human-To-Human

How 58% Of Sales Reps Require Coaching To Sell In the Virtual Environment

Why google is capping …

[Spanish] Confianza y Exito con Milton Olave, Sales Influence(r)

March 28th, 2021

51:13

En este episodio de Influencia en Ventas hablo con un gran motivador y emprendedor, Milton Olave donde exploramos las raices del exito y como la confianza es clave.

The New (Buyer) Chameleons with Michael Solomon, Sales Influence(r)

March 26th, 2021

53:25

In this Sales Influence podcast I interview Michael Solomon, author of The New Chameleons where we talk about how the buyers have changed so we need …

344 - Sell the Big Picture

March 26th, 2021

4:46

In any presentation, the common mistake is to 'build value' towards an outcome. Wrong move!  The right way is to go macro to micro!  

This Week in Sale with Victor Antonio and Will Barron

March 22nd, 2021

57:29

EP22 - THIS WEEK IN SALES

Whether “omni channel” is the future of B2B sales?

Is Gong Wrong? And are they ‘Data Pandering’?

How are sales reps losing deals?

50% of B2B Sales Professionals Saw Their Workloads Increase …

#343 - Sell the Pain

March 21st, 2021

6:46

Loss aversion is real and knowing how to sell the pain of the same over the pain of change is a sales gamechanger.

Incentives in Selling with H. John Mejia, Sales Influence(r)

March 19th, 2021

52:39

H. John Mejia works in the 'incentives' business leveraging promotional strategies to get salespeople and employees to pull in the same directions …

342- The Ultimate Sales Sin

March 18th, 2021

6:49

Here's the one thing many salespeople do to kill a sale!  It's one that's repeated time and time again!

This Week in Sales with Will Barron and Victor Antonio

March 15th, 2021

1:00:02

 

EP21 - THIS WEEK IN SALES

On this week in sales we’ll be looking at:

- The Post-Pandemic Evolution of B2B Sales

- Mary Shea, Leading Analyst of …

The Power of Sales Leaders with Jeff Bajorek, Sales Influence(r)

March 13th, 2021

49:19

Jeff Bajorek and I talk about what a real sales leader, mentor and manager can do to help salespeople on this episode of the Sales Influence Podcast.

SDR Chronicle with Morgan Ingram, Sales Influence(r)

March 10th, 2021

59:47

If you're an SDR and you want to know what it takes to reach out and connect with new clients, this podcast is for you.  Join me as I interview Mr. SDR Chronic(les) and host of Muffins with Morgan on this episode of the …

This Week in Sales #20 - Victor Antonio & Will Barron

March 9th, 2021

1:00:03

EP20 - THIS WEEK IN SALES The ever so brilliant @WillBarron and I talk about the following headlines:

Only 23% of B2B sales reps say they sell as …

Elon Musk Says You Don't Need a College Degree! Really? (Special)

March 7th, 2021

13:45

What does Elon Musk mean when he says you don't need a college degree to be successful?  Let me break it down on this special episode of the sales …

SPANISH - Campeon de Superacíon Luis Fallas, Influencia en Ventas

March 6th, 2021

43:58

En este episodio de Influencia en Ventas, tengo el campeon de superacíon personal, Luis Fallas quien nos habla de como ir al proximo nivel de desempeño.

The 5 Sales Rings with Niraj Kapur Sales Influence(r)

March 5th, 2021

58:38

In this podcast, Niraj Kapur and I talk sales in the context of the great samurai's Miyamoto Musashi's 5 Ring philosophy for excellence.

341-3-Step Sales Demo Sequence

March 5th, 2021

5:41

If you have to demo a product, learn the best sequence to use to get the client or customer to buy.

340- 4 Closing Conversations in Selling

March 5th, 2021

7:20

Here are 4 ways you can get clients to move forward by reducing their anxiety and understand their time to value.

Your Sales Agency Dream, Joey Gilkey Sales Influence(r)

March 3rd, 2021

45:52

Starting your own agency and launching your own company requires mental strength and a good sales strategy.  Find out why and how Joey Gilkey made the tough call to strike out on his own.

Selling Prosperity with Randy Gage on Sales Influence(r)

February 24th, 2021

1:08:26

Randy Gage is all about the prosperity mindset and that what he 'sells'.  Where others see only challenges, Randy Gage reveals how to discover the hidden opportunities. He will likely cause you to think and look at …

#339 - Use Sales Triggers to Sell

February 23rd, 2021

6:18

Finding the right moment to sell for the right reason is what will make or break a sale.  Find out what sales triggers to 'trigger' to close a deal.

This Week in Sales with Victor Antonio and Will Barron EP19

February 22nd, 2021

1:12:57

 

EP19 - THIS WEEK IN SALES

On this week in sales we’ll be looking at:

Shaming salespeople on LinkedIn What “high growth companies” do different to “negative growth companies” B2B marketplaces

According to research …

338 - Value Lifters

February 19th, 2021

7:37

There are several ways to lift the value of your proposal so clients or customers can see the real value of your product or service.

This Week in Sales - Victor Antonio and Will Barron

February 16th, 2021

1:05:02

EP18 - THIS WEEK IN SALES On this week in sales we’ll be looking at:

  • Salesforce declaring the 9-to-5 workday dead
  • HubSpot Signs Agreement to Acquire …

337 - Discovery Phase Questions

February 16th, 2021

5:28

Here are key questions to ask during the discovery phase with a sales prospect on this Sales Influence podcast.

336 - Selling Negative Features

February 16th, 2021

5:33

Sometimes it's not about selling what you can do, but also what you can't do (i.e., negative feature).

This Week in Sales with Victor Antonio and Will Barron

February 9th, 2021

1:05:38

On this week in sales we’ll be looking at: 

  • How only 75% of revenue leaders feel “somewhat” effective at training their salespeople
  • What data …

[SPANISH] - El Vendedor In-Poderado con Edward Rodriguez EP01

February 4th, 2021

45:14

Español - En este primer episodio del podcast Influencie en Ventas, hablo con el fundador de la escuela de IN-Poderamiento Edward Rodriguez sobre los …

Sales Drop & Account Based Marketing, Kristina Jaramillo on Sales Influence(r)

February 4th, 2021

45:23

Join me and Kristina Jaramillo as we talk about Account-Based Marketing and how you can leverage social medial to acquire more qualified leads.

#335 - Become a Business Samurai

February 4th, 2021

9:28

In 17th century Japan, there was a samurai so skilled that myths started to grow about him while he was still alive. After his death, he became a legend of supernatural skills with the sword. His name was Miyamoto …

#334 - It's about Decision-Making Confidence

February 2nd, 2021

7:10

Helping a client be confident about their decision is what selling is all about today.  Find out why on this Sales Influence Podcast with Victor Antonio.

#16 - This Week in Sales, Victor Antonio & Will Barron

February 1st, 2021

1:00:31

In this week in sales, Will Barron and I discuss some of the changes happening in the world of Selling.  

Demolytics are Changing Sales, Garin Hess Sales Influence(r)

January 29th, 2021

36:57

Garin Hess is a serial entrepreneur whose entire career has been in enterprise software and is passionate about combining technology and methodology …

A Mindset for Sales, Luigi Prestinenzi Sales Influence(r)

January 28th, 2021

32:25

Luigi Prestinenzi's sales story is truly a remarkable one!  Learn how a real sales self-motivator thinks and what drives him to be the best of the …

#333 - The Perfect Close 2.0 a la James Muir

January 25th, 2021

8:45

James Muir wrote a great book (which I highly recommend you get) called The Perfect Close...I just added a  little  'sales influence' spin to make it fit for me. Check it out on this podcast!

#323 - Rapport Building Questions

January 24th, 2021

8:24

Starting a conversation will be less difficult if you have some good rapport building questions on this Sales Influence Podcast with Victor Antonio.

Mastering Sales Persuasion, Jeremy Miner Sales Influence(r)

January 21st, 2021

46:36

Jeremy Miner understands what it takes to not push, but persuade customers in the world of selling.  Join me as we talk about all things sales on this Sales Influence Podcast.

#331 - Building Virtual Rapport in a Meeting

January 20th, 2021

5:43

How do you start a meeting to build instant rapport?  Here's a strategy to help you on this Sales Influence podcast.

#330 - Base Salary or Commission

January 18th, 2021

7:10

How should you pay or compensate salespeople?  Which is more effective at motivating your sales team?  What are the pros and cons of a base salary …

#15 - This Week in Sales, Victor Antonio & Will Barron

January 17th, 2021

1:18:22

On this week in sales we’ll be looking at:

  • How Apple are using virtual avatar salespeople Why customer service are binning their apps The insane …

#329 - Recharge Your Sales

January 17th, 2021

6:42

There are several ways to recharge your sales and yourself on this episode of the Sales Influence Podcast.

#328 - The Rich Niche

January 15th, 2021

8:20

Getting noticed and monetizing anything requires a relentless level of focus.  Learn how niches can make your riches...but you have to be the best at that you do.  This and more on this Sales Influence podcast.

Introvert's Edge to Networking with Matthew Pollard, Sales Influence(r)

January 15th, 2021

40:01

Matthew Pollard followups his Introvert's Edge to Selling with Introvert's Edge to Networking.  This is a great interview where I uncover how Matthew …

#327 - Create Quick Content that Sells

January 13th, 2021

7:28

Content is king and creating it something we can all do with a little help of formulas and/or templates that work.  This and more on the Sales …

Top Sales Secrets with Brandon Bornancin on Sales Influence(r)

January 13th, 2021

55:08

Brandon Bornancin story in sales, his rise, his fall and rise again is a must listen to!  He has a new book out Sales Secrets and another on the way, Whatever it Takes.  He is the CEO of Seamless.ai, a lead generation …

#326 - Video Email Tips that Work

January 12th, 2021

7:07

Here are a few tips to make your video emails more effective on this Sales Influence podcast with Victor Antonio.

This Week in Sales - Will Barron & Victor Antonio EP14

January 11th, 2021

1:19:07

On #ThisWeekInSales Will Barron, Mr. Salesman Podcast himself, and I look at: - Whether B2B sales heading into a “self-service” era - What Super Productive People Do Differently - Why 2020 wasn’t all bad for sales …

The Perfect Close with James Muir on Sales Influence(r)

January 9th, 2021

49:11

How would you like to learn the perfect close?  More importantly why the perfect close works from a psychological perspective.  Join me as I …

#325 - Using Videos to Sell

January 8th, 2021

7:05

After a meeting with a client, we often don't know if our 'champion' will sell our solution into and up the organization.  How can video help us?  …

Inside the Sales Mind of Matt King on Sales Influence(r)

January 8th, 2021

21:04

If you don't know who Matt King is, you're in for a real treat!  A new breed of sales professional that is not only a great sales leader, but he has an AMAZING market brain that is rarely found in sales professionals.  …

#324 - Go For Maybe

January 6th, 2021

8:21

It's not easy getting a prospect from No to Yes; very hard.  But, it's much easier to first get them to maybe before the yes.  Learn how in this episode of the Sales Influence Podcast with sales trainer and expert …

#323 - Share Your Price

January 5th, 2021

7:02

Should you share your price on your website?  Should you make your pricing public?  You may be thinking no, but I think you should rethink what …

#13 - This Week in Sales with Will Barron & Victor Antonio

December 23rd, 2020

1:13:39

On this week in sales we’ll be looking at:

-Outreach gets 'sentimental' and proclaims that email “open rates” and “reply rates” don’t matter anymore. -Only 25% of sales organisations have defined their own sales …

#12 - This Week in Sales with Will Barron & Victor Antonio

December 16th, 2020

55:42

On This Week in Sales #TWIS, Will Barron and I will be looking at:

- How intelligent sales demo automation help you shorten sales cycles - Salesforce "State of Sales Report" on how only 24% of salespeople are high …

#18 - Revenue Intelligence with Devin Reed on Sales Influence(r)

December 6th, 2020

46:40

What is Revenue Intelligence?  What does Gong.io have to do with understanding what salespeople or customers talk about?  Find out how Artificial Intelligence is changing how we speak to our clients during calls, …

#17 - Win More Deals with Lee Salz on Sales Influence(r)

December 4th, 2020

49:15

How do you win more deals?  How can you differentiate your product or service?  How can you name your price?  Lee Salz, sales expert, will walk you through the process of winning more deals and influencing the buying …

#16 - Evolution Influences B2B Buying with Brent Adamson on Sales Influence(r)

November 24th, 2020

44:21

How has sales changed just in the last 5 years?  It's much more than just providing insight, it's helping the customer make sense of what they need.  Join Brent Adamson and me on this Sales Influence(r) Podcast episode.

#9 - This Week in Sales with Will Barron and Victor Antonio

November 23rd, 2020

59:29

On this week in sales we’ll be looking at:

- If insurance salespeople are now obsolete - Why selling practice might make perfect - If you should get …

#15 - Mind for Sales with Mark Hunter on Sales Influence(r)

November 21st, 2020

52:09

Do you have a Mind for Sales?  That's the question I pose to Mark Hunter who is the author of a Mind for Sales on this Sales Influence Podcast with Victor Antonio.

#322 - Power of Case Studies

November 19th, 2020

5:54

Learn how to use case studies to close a deal on this Sales Influence Podcast with Victor Antonio.

#321 - The 15-Minute Sales Pitch

November 19th, 2020

7:50

Here's a simple structure for a 15-minute sales pitch or presentation on this episode of the Sales Influence Podcast with Victor Antonio.

#320 - Avoid Sticker Price Shock with Clients

November 18th, 2020

6:42

Often, clients have a price in their head of what they should pay.  When you don't correct that perception you run the risk of price sticker shock.  …

#14 - AI + Sales Mastery with Jim Dickie on Sales Influence(r)

November 17th, 2020

50:59

In this Sales Influence(r) podcast I speak with Jim Dickie on Sales Mastery, Artificial Intelligence and the change in the world of selling.

#08 - This Week in Sales with Will Barron & Victor Antonio

November 16th, 2020

1:05:37

On this week in sales we’re looking at: - Why you’re more likely to have a CEO jump on your sales call because of the pandemic - Why sellers don’t influence buyers as much as they think they do - We’ll discuss a new …

#319 - Sales Demo With Ease

November 15th, 2020

5:26

Here are three things you need to do during a sales demo to be able to sell with ease on this Sales Influence Podcast with Victor Antonio.

#13 - Sales Enablement with Aaron Evans on Sales Influence(r)

November 13th, 2020

43:27

Let's talk sales enablement with Aaron Evans on this sales influence podcast.  Sales enablement is a strategic, collaborative discipline designed to …

#318 - Post-Meeting Meeting

November 13th, 2020

4:43

Here's a simple strategy for extracting valuable information from a client after a meeting on this Sales Influence Podcast.

#317 - Be More Creative in Selling

November 12th, 2020

5:54

Here's a simple exercise you can do to help you come up with creative ideas to sell more effectively on this Sales Influence Podcast with Victor Antonio.

#12 - Thrive in Uncertainty with Meredith Elliott Powell on Sales Influence(r)

November 9th, 2020

48:04

We are living in uncertain times!  How can you stabilize and thrive in this uncertainty?  I interview Meredith Elliott Powell who will walk us through the steps on this episode of the Sales Influence podcast.

#07 - This Week in Sales with Will Barron & Victor Antonio

November 7th, 2020

1:06:34

On this week in sales with Will Barron and Victor Antonio we’ll be looking at: - Why you should challenge your sales target if it looks ugly for 2021 …

#11 - Energize Your Sales with Dan Jourdan on Sales Influence(r)

November 7th, 2020

54:03

Dan Jourdan is known as the 'sales energizer'!  In this Sales Influence podcast I uncover what made him who he is today and why he values working with Small to Medium size Businesses (SMBs) in helping them get their …

#10 - How Social Selling Works with Daniel Disney Sales Influence(r)

November 5th, 2020

47:59

This is an incredible interview on how to leverage social selling to get more business.  Find out how you can be more effective on social with Daniel Disney the founder of The Daily Sales.  

#316 - Grabbing Someone's Attention

November 3rd, 2020

6:39

Here's a way to grab someone's attention when they ask, "What do you do?" on this episode of the Sales Influence Podcast.

#06 - This Week in Sales with Will Barron & Victor Antonio

November 2nd, 2020

28:19

Will had to go it alone; Victor Antonio had an Internet Outage.  - On this week in sales we’ll be looking at: - Whether it’s finally the end of the line for B2B sales calls - We’ll be looking at a recent “the state of …

#315 - Why Salespeople Don't Negotiate

November 1st, 2020

5:50

When salespeople give discounts it's for a few bad reasons; which I cover in this sales influence podcast.

#09 -Sales Branding with James Buckley Sales Influence(r)

November 1st, 2020

52:19

James "Say What Sales" Buckley joins me on the Sales Influence podcast to talk about Sales Branding and his comeback story is incredible.

#08 - Sales Influence(r) - Frank Visgatis on What Buyers Want

October 30th, 2020

50:09

What Buyers Want!  Frank Visgatis, author of Customer-Centric Selling joins me on the Sales Influence Podcast to talk about how customers or buyers buy?

#314 - Informercial Your Value

October 27th, 2020

5:35

In this Sales Influence podcast find out how to structure your product or service value like an infomercial.  Learn how to develop an easy to …

#05 - This Week in Sales with Victor Antonio and Will Barron

October 25th, 2020

54:55

This Week in Sales with Victor Antonio and Will Barron.  On this week in sales we’ll be looking at: - New research shows that being honest about price leads to bigger deals - Microsoft is coming after Salesforce’s CRM …

#07 - Sales Influence(r) - Kevin Dorsey on Inside Sales

October 23rd, 2020

39:32

In this Sales Influence (r) Podcast I speak with the VP of Inside Sales at PatientPop Kevin KD Dorsey. In this interview we get into what the best …

#06 - Sales Influence(r) - Gavin Ingham on Leading Leaders

October 22nd, 2020

40:55

In this Sales Influence Podcast I chat with Gavin Ingham on helping leaders get the competitive edge in a rapidly changing world.  If you're a leader in any position, this interview has some nuggets for you.

 

#313 - Pre-Meeting SWAG

October 21st, 2020

7:01

Want to engage your client or customers more online?  Send them some pre-meeting swag like books, manuals, samples, gifts, etc. so they can have them in hand before your meeting.  Create a virtual connection!  

#312 - Riddle Me This (Fun Virtual Engagement)

October 20th, 2020

5:41

Sometimes you have to make virtual engagement fun. Why not use riddles to liven things up on the Sales Influence Podcast by getting interactive with your meetings.

#311 - Quick Sales Pitch

October 19th, 2020

5:20

Here's a simple formula that you can use to deliver a quick and persuasive sales pitch or presentation on this Sales Influence Podcast with Victor …

#05 - Sales Influence(r) - Jeff Shore on Follow-Up Sales

October 19th, 2020

33:55

In this episode, I speak with sales consultant and trainer Jeff Shore about his new book, Follow-Up and Close the Sale on this Sales Influence(r) …

This Week in Sales EP004 with Victor Antonio and Will Barron

October 17th, 2020

55:44

On this week in sales we’ll be looking at: 

  • Gong.io who isn’t content at just analyzing your phone calls, they want to analyze your video calls as …

#310 - 3 Value Numbers to Know

October 16th, 2020

7:49

When you're selling, part of positioning the value is help the customer understand the return on his investment, the timeline, and the overall cost.  I cover all three in this Sales Influence podcast.

#309 - Engage with MentiMeter

October 15th, 2020

6:30

Here's a tool that will help you engage your audience during a virtual sales call.

#308 - Virtual Positive Tone

October 14th, 2020

5:35

Setting the tone for any sales meeting is important to make it productive.  In this Sales Influence Podcast I'll show you how to get everyone engaged and contributing to a great virtual sales meeting.

Special: Jeremy Miner interviews Victor Antonio

October 13th, 2020

42:00

Jeremy Miner, Sales Trainer and founder of 7th Level Interviews Victor Antonio on sales and artificial intelligence.

#04 - Sales Influence(r): Anthony Iannarino on Sales Leadership

October 12th, 2020

46:46

In this sales influence(r) podcast I'm joined by author, speaker and sales consultant Anthony Iannarino who talks about sales leadership.

This Week in Sales EP003 with Will Barron and Victor Antonio

October 11th, 2020

1:06:31

Will Barron and I discuss the latest in the world of selling regarding Technology, Strategy, and Culture to help you sell more effectively!

#03 - Sales Influence(r): Dave Shaby on Virtual Selling

October 10th, 2020

56:56

Dave Shaby is the co-author of Virtual Selling; a book by the RAIN group.  In this interview we talk about how selling has changed.

#307 - Say No Nicely

October 9th, 2020

9:09

In this Sales Influence Podcast, I give you a strategy and reasons for not allowing others to get you to do what they want.  Learn how to say no nicely.

#306 - Simulate the Past

October 8th, 2020

10:36

In this episode of the Sales Influence podcast Victor talks about how to simulate the past to close deals in the present.

#02 - Sales Influence(r): Sam Silverstein on Accountability

October 7th, 2020

43:14

Accountability expert Sam Silverstein takes us through the process of staying focused and committed to you and your customers on this sales influence podcast.

#01 - Sales Influence(r): John Barrows on Sales Success

October 6th, 2020

55:00

In this Sales Influencer Series, I interview John Barrows who drops some real nuggets on how selling has changed.

305 - Virtual Sales Meetings

October 5th, 2020

6:19

Here's some insight on how to handle Virtual Sales Meetings with clients or customers on this episode of the Sales Influence Podcast with Victor Antonio.

#304 - When to Meet With Someone

October 4th, 2020

6:46

Timing is everything!  In this Sales Influence Podcast I'll go into the best times to meet and what to avoid to be more effective in selling. http://www.salesvelocityacademycom

This Week in Sales EP002 with Will Barron and Victor Antonio

October 3rd, 2020

1:03:50

This Week in Sales is a collaborative podcast with myself and Will Barron of Salesman.org.

303 - Keep it R.E.A.L. to Connect with Customers

October 2nd, 2020

9:19

How can you connect with a client?  By keeping it REAL: Rapport, Empathy, Authenticity and Likability.  All this and more in the Sales Influence Podcast.

302 - Gamify Your Meetings

October 1st, 2020

6:08

In this Sales Influence podcast, I talk about making your meetings more dynamic in this virtual era.

301b - Drawing Power to Close

October 1st, 2020

6:09

In the book, the Expansive Sales, you'll learn why drawing is better than PowerPoint presentations.  In this podcast, I'll share some fascinating insights on that impact.

#301 - Wiggle Their Brain

September 20th, 2020

7:27

How do you get a client's attention and how do you keep it? You simply learn to wiggle their brain.  More on this on the Sales Influence Podcast.

#300 - Virtual Meeting Maximum

September 18th, 2020

6:11

What is the ideal number of people to have on a virtual meeting?  Find out on this sales influence podcast.

#299 - Open Sales Loops

September 17th, 2020

7:16

In this episode of the Sales Influence podcast, Victor talks about how to create open sales loops to get the client to lean in and be curious to learn more.

#298 - Make Them Believe You

September 4th, 2020

9:41

Here are 3 ways that you can get people to believe in you on this sales influence podcast.

#297-Make it Visual

September 3rd, 2020

6:04

Let me show you how to make something visual so the client or customer can make grasp your value proposition faster on this Sales Influence Podcast.  #visuals #salestraining

#296 - 3 Step Sales Demo

August 21st, 2020

9:56

Here's a simple formula for doing a sales demo for your clients on this sale influence podcast with victor antonio.

#295 - Asking for Referrals

August 20th, 2020

7:20

Here's a great way to ask for referrals so you're likely to get an answer on this Sales Influence Podcast.

#294 - Tiering Your Customers Apart

August 18th, 2020

9:10

Check out Pipedrive.Live/victorantonio.  When resources are tight, you have to focus on those customers who contribute greatly to your revenue.  You begin by segmenting or tiering your customers and offering different …

#293 - Getting Customers to Follow Through

August 17th, 2020

8:19

Check out Pipedrive.Live/victorantonio.  Getting a client or customer to follow through on a commitment or agreement can be hard. In this Sales …

#292 - Handling Price Questions

August 10th, 2020

8:34

Sponsor: www.Pipedrive.live/victorantonio  How do you handle a caller who just wants to know about price?  In this Sales Influence Podcast, you'll …

#291 - Taking Back a Discount

August 9th, 2020

9:22

Once you give a discount it's hard to take it back without angering the customer.  In this sales influence podcast, I'll teach you how to take it back, get the customer to buy more, and be happy in the end.

#290 - A Compelling Voicemail

August 7th, 2020

6:51

Let me show you what a bad voicemail sounds like and want a winning voicemail should sound like.  I learned this tactic from Jeff Shore's new book, …

#289 - FINAL First Impression

August 6th, 2020

7:32

Too often we talk about first impressions but no one ever talks about final first impressions,...until now.  In this Sales Influence Podcast I talk about the power of changing a first sales conversation impression.

#288 - 5 Steps to Closing a Sale

August 5th, 2020

8:14

Every successful close in selling has a checklist, a diagnostic checklist.  There are 5 things that must be aligned in order to close the sale.  In …

#287 - 3 Ways to Extract More Information from Clients

August 3rd, 2020

9:19

When speaking with a client, how do you extract more information to help you sell and position your product more effectively?  In this episode of the Sales Influence Podcast, I'll show you 3 strategies for getting the …

#286 - 7 Ways to Sell in the New Normal

August 1st, 2020

9:37

In this episode we talk about the 7 ways you need to sell in this new normal.  The biggest takeaway is first acknowledging that there is a budget crunch and you understand and the pressure they're under.  This episode …

LIVE: BYOB, Build Your Own Business

June 12th, 2020

1:49:05

This is a LIVE STREAM recording with Victor Antonio focusing on how to Build Your Own Business.  Great concepts and ideas to help you become better at your business OR get started!

Interview: Selling to Zebras with Jeff Koser

June 3rd, 2020

37:51

Jeff Koser wrote Selling to Zebras, a book on how to close 90% of your business by selling to your ideal client.  He also has a new venture with Salesforce that recently launched to help salespeople find Zebras in their …

Interview: Improve Your Speaking and Sell More

June 2nd, 2020

56:11

Sam Dunning's Business Growth Show - We learn Victor's story from being an engineer and getting into the sales world and how public speaking helped him in both business and sales. Plus Victor explains the digital …

#285 - Universal Sales Formula

June 1st, 2020

5:28

No matter what sales process you choose, this one fits all of them.  Find out the 3 step sales process in this Sales Influence Podcast with Victor Antonio.

Special Interview with Andy Paul

May 6th, 2020

47:29

Andy Paul and I go at it!  What happens when you put two sales pros in on virtual room and have them talk sales without a filter?  Well, you're about …

Right Clients in Tough Times - Let's Talk Sales #10

April 28th, 2020

4:01

When tough times come, who should you sell to?  Find out how to find the right clients in tough times in this Sales Influence Podcast.

Understanding Resistance - Let's Talk Sales #9

April 28th, 2020

15:08

After a great presentation, what is happening when a client simply won't buy?  What's going on?  Find out in this Sales Influence podcast.

No Value Buyer - Let's Talk Sales #8

April 28th, 2020

6:51

What happens when a buyer is more focused on how much you make and not how much they'll save?  Find out in this Let's Talk Sales episode.

Selling In Tough Times

April 11th, 2020

10:53

You need to hear this message on how to sell with what's going on in the market and the world.

Special: Let's Talk Sales Motivation Failure

April 11th, 2020

6:05

In this special Let's Talk Sales, we'll touch on how motivation and failure can help us grow.

#284 - Watch Your Hands

April 5th, 2020

5:11

Communicating with effectiveness requires that you learn how to use your hands when you speak.   More on this Sales Influence Podcast.

#283 - STOP The Whining

April 5th, 2020

5:21

Sometimes you have to be bigger in order to be better.  Find out what I mean in this Sales Influence Podcast.  #sip #sales #selling

Special: LinkedIn Loonies

April 5th, 2020

15:17

Find out what I mean when I say LinkedIn Loonies and why you should never be one.  This and more on this special of Let's Talk Sales with Victor …

#282 - No Means No

April 5th, 2020

11:20

Here is some bad advice, when the client says no, just keep selling.  Find out why on this episode of the Sales Influence podcast.

Interview: Adam McGraw, Positive Intelligence

March 30th, 2020

44:24

What is Positive Intelligence?  I sit down with Adam McGraw and talk about how we are our own worse enemy at time.  This and much more on this special edition of the Sales Influence Podcast.

#281 - This Before That

March 13th, 2020

9:27

Selling successfully can come down to sequencing what to say or what to show. 

#280 - Don't Leave Me

March 11th, 2020

7:47

Let's talk about how to retain clients using this simple strategy on the sales influence podcast with victor antonio.

Interview: Jonah Berger, The Catalyst

March 8th, 2020

23:12

Interview with Jonah Berger, a marketing professor at the Wharton School at the University of Pennsylvania and internationally bestselling author of …

#279 - Presentation Power Model

March 7th, 2020

10:33

Here's a great model for developing a strong and impactful presentation on this Sales Influence podcast with Victor Antonio.

#278 - Conflict Resolution

March 6th, 2020

10:49

How do you handle a disagreement or conflict?  Sometimes is all a  matter of definition.

#277 - 3 Types of Non-Buyers

March 2nd, 2020

9:36

Being able to identify what type of buyer you're dealing with will help you personalize your presentation with Sales Expert Victor Antonio

#276 - Controlling Questions

February 16th, 2020

8:17

Find out why controlling questions will help you control the sale on this episode of the sales influence podcast with Victor Antonio.

#275 - Getting a Yes

February 12th, 2020

7:20

Why is getting a yes important when selling? Find out on this week's sales influence podcast with Victor Antonio.

#274 - Shaming Managers

February 8th, 2020

9:04

Find out more about shaming sales managers on the sales influence podcast with victor antonio.

#273 - Reset Your Game

February 5th, 2020

9:13

Find out how you can reset your sales game to sell more in this sales influence podcast with Victor Antonio.

#272 - Postmortem Sale

January 31st, 2020

9:52

Sometimes you have to stop and analyze why you lost a sale in order to be able to sell more effectively on this episode of the Sales Influence podcast.

#271 - Prospecting High

January 30th, 2020

8:30

Learn why selling high into an organization is a smart way to prospect for new business on this Sales Influence Podcast with Victor Antonio.  #salestraining #prospecting

Special: Let's Talk Sales (Excellence)

January 25th, 2020

12:43

In this special episode of Let's Talk Sales, we talk about skill, will and resources needed to be successful in selling!

#270 - Value Your Offer

January 22nd, 2020

9:08

How can you stay motivated?  Learn to value what you offer.  Find out how in this Sales Influence Podcast with Victor Antonio.

Special: Let's Talk Sales Scripts

January 21st, 2020

15:37

In this "Let's Talk Sales" episode, I discuss why scripts matter and the when and why you should use them.

#269 - Level Up Your Questions

January 17th, 2020

7:24

The quality of your questions matter in the sales process.  Find out how in this episode of the Sales Influence podcast.

#268 - A Strong Close

January 17th, 2020

6:23

Find out what you need to close a sale.  It's not what you think on this episode of the Sales Influence Podcast with Victor Antonio.

Interview: Ido Bornstein-HaCohen, CEO of Conversocial

January 17th, 2020

27:13

This is a great AI conversation with Bornstein-HaCohen who joined Conversocial as COO in 2017 to oversee all commercial operations. Before coming on board, he achieved significant success growing and scaling companies …

Special: Let's Talk Sales - Starting a Presentation

December 21st, 2019

9:58

Special: Let's Talk Sales - Delivering a Presentation.  A conversation with Victor Antonio.

#267 - Upselling Conversation Part 2

December 14th, 2019

10:01

Here are a few more upselling conversation starters in this second installment of the sales influence podcast with Victor Antonio.

#266 - Killing Credibility

December 14th, 2019

7:47

Nothing will undermine your credibility more than 'stretching the truth' or worse, fudging the numbers.  Find out more on this episode of the Sales Influence Podcast.

#265 - Upselling Conversation Starters - Part 1

December 9th, 2019

8:51

In a sale, how do you shift to upselling naturally and casually without spooking the customer or client?  Find out in this episode of the sales influence podcast with Victor Antonio.

#264 - 4 Whys of Selling - Part 2

December 9th, 2019

8:04

Understanding the four whys will allow you to qualify buyers and sell more effectively.  All this in this episode of the Sales Influence podcast with Victor Antonio.

Interview: Revenue Intelligence with Amit Bendov, Gong.io

December 2nd, 2019

27:11

In this podcast, I interview Amit Bendov, CEO of Gong.io, a revenue intelligence platform that analyzes sales conversations to help salespeople sell more effectively.

#263 - Gratitude and Latitude

November 22nd, 2019

10:35

Everyone should have an attitude of gratitude and latitude.  Find out what I mean on this episode of the Sales Influence podcast with Victor Antonio.

#262 - Authenticity Sells

November 22nd, 2019

11:14

What is authenticity? Why does it work?  How can you make it work for you?  All of this in this Sales Influence podcast with Victor Antonio.

#261 - Success Ingredients

November 22nd, 2019

9:49

What are two things you need to do to be successful?  Find out on this episode of the Sales Influence Podcast with Victor Antonio.

#260 - Bagels and Success

November 22nd, 2019

9:49

What can you learn from a bagel and Simon Sinek when it comes to success?  Find out on this sales influence podcast with Victor Antonio.

#259 - Popcorn and Decoy Pricing

November 22nd, 2019

8:08

Here's a great way to shift the price point up on this sales influence podcast with Victor Antonio.

#258 - Sales Enablement

October 27th, 2019

11:52

How is Sales Enablement changing how we sell and how it helps companies grow their revenues.  

#257 - Buyer's Matrix

October 23rd, 2019

10:20

Find out how buyers make buying decisions and how you can leverage the matrix to sell more effectively in this episode of the Sales Influence podcast with Victor Antonio.

Bonus Interview - Oren Klaff - Flip the Script

October 21st, 2019

1:06:03

Oren Klaff, the bestselling author of Pitch Anything, has devised a new approach to persuasion based on a simple insight: everyone trusts their own ideas. Instead of pushing your idea on your buyer, guide them to …

#256 - Why Managers Matter

October 18th, 2019

9:38

The success of many sales teams depends on the quality of the Manager in this Sales Influence podcast with Victor Antonio.

#255 - Sales Anxiety

October 18th, 2019

9:15

Find out what to do about Sales Anxiety in this Sales Influence Podcast with Victor Antonio.  #sales #selling #atlanta

#254 - Qualifying a Great Meeting

October 12th, 2019

8:13

How do you know if you had a great meeting?  Here's how in this Sales Influence podcast with Victor Antonio.

#03 - On Messaging - VA Show

October 9th, 2019

30:59

When you have an existing client, how do you get them to: renew, pay more or upgrade?  All this in this episode of the VA Show. #VAS

#02 - On Procrastination - VA Show

October 9th, 2019

33:48

This show covers the topic of procrastination; why we put things off and what we can do to prevent it.  Victor Antonio Show #vas

#253 - Best 2-Minute Pitch

October 9th, 2019

5:02

Here's how you grab a client's attention and sell yourself in 2 minutes or less in the episode of the Sales Influence Podcast with Victor Antonio.

#252 - Buyers Vote 5 Ways

October 9th, 2019

11:37

Here's a unique way of looking at how customers vote on what to buy in this episode of the Sales Influence Podcast with Victor Antonio.

#251- 5 Types of Guarantees

October 9th, 2019

8:34

Here is a whole new way of looking at guarantees for your customers in this Sales Influence Podcast with Victor Antonio.

#250 - Dealing With Know-It-Alls

October 9th, 2019

8:53

Here's a way to deal with people who think they know everything on this episode of the Sales Influence podcast with Victor Antonio.

#249 - A Method to Selling

October 9th, 2019

8:48

Method selling is in...here's why on this sales influence podcast with Victor Antonio

#248 - Selling Something for Free

October 9th, 2019

8:22

Do you have to sell if you're giving it away for free?  Yes, you do. Here's how in this Sales Influence Podcast.

#247 - A Winning Presentation Plan

October 9th, 2019

8:25

Find out how to develop a winning presentation in this episode of the sales influence podcast with Victor Antonio.

#246 - Clients says, "Send me a proposal."

October 2nd, 2019

11:16

What do you do or say when a client just wants you to send them a sales proposal?  Find out what to do in this Sales Influence podcast with Victor Antonio.

#245 - Spin the Value Arrow

September 18th, 2019

9:13

Learn how to sell to different value shareholders in this episode of the Sales Influence podcast with Victor Antonio.

#244 - 10 Sales Disqualifiers

September 11th, 2019

10:21

Too often we focus on qualifying clients, but maybe disqualifying is as effective as well.  More in this Sales Influence podcast with Victor Antonio.

#243 - Biological Sales Clock

September 9th, 2019

11:16

What is the best time to email someone or connect with them?  The answer depends on their biological sales clock.  Find out why on this episode of …

#242 - 5 Value Hurdles

September 5th, 2019

10:10

There are five value hurdles you need to get over to make sure you're able to sell value over price.  Find out what they are and how to get over them on this episode of the Sales Influence Podcast.

#241 - Unique Aggregate Proposition

September 3rd, 2019

7:52

Forget the USP, try the UAP,...it's more effective in selling.  More on this topic in this week's episode of the Sales Influence Podcast with Victor Antonio.

#240 - Timing Your Posts

September 3rd, 2019

7:54

When is the best and worst times to post on social?  Find out on this episode of the Sales Influence Podcast with Victor Antonio.

Interview: Victor Antonio with Dave Mamanno

September 1st, 2019

34:40

Interview on the Avanti Entrepreneur podcast with host Dave Mamanno and guest Victor Antonio on the topic of Selling.

#239 - Beware the Disappointment Dip

September 1st, 2019

10:21

Beware of the Disappointment Dip in this Sales Influence Podcast with Victor Antonio.

#238 - MVP Minimum Value Prospect

August 14th, 2019

7:06

The key to winning more deals is to know who your Minimum Value Prospect (MVP) is.  Find out more on this episode of the Sales Influence Podcast with Victor Antonio

#237 - Speed to Respond Data

August 14th, 2019

7:45

How long should you wait to call a customer back?  What happens to your chances of closing when you call back 24 hours later? Find out on this …

Interview: Ways of Winning with Victor Antonio

August 6th, 2019

57:45

Victor stops by the "Behind the Podcast" with DJ Podgorny to discuss his process for consistent content generation, how he uses knowledge to …

#236-Aggregation of Marginal Gains

August 5th, 2019

10:17

How can you create a new value proposition that stands out from your competitors?  Find out on this episode of the Sales Influence Podcast with Victor Antonio

#235 - Collaborate and Improvise

July 25th, 2019

8:49

Find out why being able to collaborate and improvise will get you to where you NEED to be in your career and personal life in this episode of the …

#234 - Atomic Habits

July 24th, 2019

9:46

Can you change how much you get done in a day?  According to James Clear, author of Atomic Habits, you can!  I love this book and talk about in this episode of the Sales Influence Podcast.

SPECIAL: AI in Sales Conversations

July 23rd, 2019

30:09

Listen to this fascinating interview with Chorus.ai's CEO Roy Raanani who shares some stunning insights regarding sales conversations in this episode of the SIP podcast.  This is part of my AI in Sales series.

#233 - The Top 25%

July 21st, 2019

7:01

It's not always possible to be the best, but you can be in the top 25% and that's okay.  Why?  Find out in this episode of the Sales Influence Podcast.

#232 - 4 Time Saving Strategies

July 19th, 2019

7:32

As salespeople our time is valuable.  Here are four ways you can gain more time to sell more in this episode of the Sales Influence Podcast.

#231- Enemy of Success

July 18th, 2019

9:41

What is the enemy of success?  You might be surprised to find out in this Sales Influence Podcast with Victor Antonio.

#230 - Losing Clients is YOUR Fault

July 16th, 2019

10:18

When a client goes with a competitor, whose fault is it?  Well, there's only one place to look!  More on this in this Sales Influence Podcast.

#229 - Don't Overcome Your Fear

July 14th, 2019

10:07

Too many positivity pundits will tell you to overcome fear when they should be preaching reduce fear so you can take action.  More on this in this …

#228 - Deep Storytelling

July 12th, 2019

10:18

How can you really connect with an audience?  How can you go beyond average stories?  Find out in this episode of the Sales Influence Podcast with host Victor Antonio.

#227 - Giving Away Value

July 10th, 2019

10:13

Let's talk about the biggest flaw most salespeople have is giving away value by discounting their product or service in this episode of the Sales Influence Podcast with Victor Antonio.

#226 - Employee v Owner Mindset

July 10th, 2019

9:24

What's the difference between an employee mindset and an owner mindset?  How can this mindset difference be costing companies money?  This and more on this Sales Influence Podcast with Victor Antonio.

#225 - Funnels, Pipelines & Process

July 9th, 2019

9:01

In this Sales Influence podcast we step back and define what we mean by sales funnels, pipelines and processes with Victor Antonio.

#224 - Cost of NOT Qualifying

July 7th, 2019

7:17

What is the cost of not qualifying a buyer?  It's higher than you think.  This and more in this episode of the Sales Influence podcast with Victor Antonio. 

#223 - Don't Be Yourself

July 6th, 2019

11:29

Find out why not being yourself is better when it comes to selling in this episode of the sales influence podcast with victor antonio

#222-Customer Profile Define

July 5th, 2019

8:50

Targeting the right customer will improve your chances of selling more,...effectively.  Find out how to define your client in this episode of the sales influence podcast with Victor Antonio.

#221 - Contractor Sales Process

July 4th, 2019

13:24

If you're a contractor selling to homeowners, here's a sales process you can use in this episode of the Sales Influence Podcast with Victor Antonio.

#220 - 4 Types of Leads

July 3rd, 2019

7:57

In this Sales Influence Podcast we talk about four (4) types of leads in every sales situation.

#219 - The Invisible Spouse

July 2nd, 2019

10:20

When a client says I need to talk to my spouse, what do you say or do?  Find out on this episode of the sales influence podcast with Victor Antonio.

#218-8 Reasons They Don't Buy

June 30th, 2019

9:59

Find our 8 reasons customers don't buy in this episode of the Sales Influence Podcast with Victor Antonio.

#217-Right Comp Plan

June 27th, 2019

13:39

Designing the right compensation plan is what will focus and motivate your team to exceed sales expectations in this episode of the Sales Influence podcast with Victor Antonio.

#216 - Vision or Mission Board

June 26th, 2019

10:45

Here's why a Mission board is better than a Vision board in this sales influence podcast with Victor Antonio.

#215 - 2 Types of Presenters

June 7th, 2019

9:52

There are two types of presenters and one of them is worth listening to more than than the other.  Find out which on this episode of the Sales Influence Podcast with Victor Antonio.

#214-The Golden Triangle

June 5th, 2019

10:58

Simon Sinek has the Golden Circle, here I introduce the Golden Triangle in this episode of the Sales Influence Podcast.

#213-Three Buying Modes

June 4th, 2019

9:29

Every customer is in one of three states or modes when buying.  Find out more on this Sales Influence Podcast with Victor Antonio.

#212-Guarantee Your Results

June 2nd, 2019

12:21

In this Sales Influence Podcast, I talk about how to guarantee your results.  A good attitude doesn't guarantee good results.  But good results …

#211-Greatest Management Principle

June 1st, 2019

9:37

What is the Greatest Management Principle in business?  Find out on this episode of the Sales Influence Podcast with Victor Antonio.

#210 - Guiding Customers

May 19th, 2019

8:27

Customers don't want to be told what to do, so you need to guide them.  How?  Find out in this episode of the Sales Influence Podcast with Victor …

#209 - The Golden Bookshelf

May 16th, 2019

12:02

The best books can help you find or do what you're trying to accomplish.  What books do you have on your shelf?  A discussion with Victor Antonio on this episode of the Sales Influence Podcast.

#208 - Commission vs Quota

May 15th, 2019

10:07

Which compensation plan is better and how should you structure a plan in this episode of the Sales influence Podcast with Victor Antonio.

#207-Channel Switching

May 13th, 2019

8:49

Find out how channel switching can decrease customer loyalty on this episode of the Sales Influence podcast with Victor Antonio

#206 - Biasing a Question

May 2nd, 2019

9:25

How you ask a question will determine the quality of the answer you'll get.  Learn how in this Sales Influence Podcast with Victor Antonio.

#205 - Flipping the Duck

April 29th, 2019

11:19

When it comes to understanding the customer's turbulence, you have to flip the duck to find out what's holding them back from making a buying …

#204 - What Drives Client Loyalty

April 29th, 2019

10:52

Find out what drives customer loyalty in this sales influence podcast with Victor Antonio.  

#203 - Money Buys Options

April 28th, 2019

9:47

Money many guarantee you happiness, but it does guarantee options.  Find out more on this sales influence podcast with Victor Antonio.

#202 - Make More Money

April 27th, 2019

10:33

Let's talk about money in this sales influence podcast with Victor Antonio

#201 - Magic 'Why' Question

April 26th, 2019

8:34

Want to get to the heart of the matter when talking with a client.  Learn how in this Sales Influence Podcast with Victor Antonio

#200 - LOWER Your Goals

April 19th, 2019

9:32

Lower your goals to achieve your goals?  How? Listen in to this week's sales influence podcast with victor antonio

#199 - Get Customers Cheap

April 8th, 2019

9:31

Get Customers Cheap on the this episode of the Sales Influence podcast with Victor Antonio

#198 - What Customers Want to Hear

April 6th, 2019

9:47

There are 3 things customers want to hear from a salesperson.  Find out what it is in this episode of the Sales Influence Podcast with Victor Antonio.

#197 - Frictionless Buying Experience

April 4th, 2019

9:19

Creating a frictionless buying experience is what all customers want.  Find out how in this episode of the Sales Influence Podcast with Victor Antonio.

#196 - Don't Be an UNpaid Consultant

March 26th, 2019

8:52

Have you ever been in a situation where clients milk you for all your content and expertise only to buy from someone else?  If so, you'll want to listen in to this Sales Influence podcast with International Sales …

#195 - Client says, I'm Not Ready to Commit

March 21st, 2019

11:53

What to say and do when a Client says, I'm Not Ready to Commit in this week's sales influence podcast with Victor Antonio.

#194 - Biggest Sale You'll Ever Make

March 19th, 2019

10:18

What is the biggest sale you'll ever make?  Find out in this episode of the Sales Influence Podcast with Victor Antonio.  #salestraining

#193 - Negative Buying Signals

March 18th, 2019

10:59

Being able to sell effectively requires the ability to know when the client isn't going to buy.  How do you know?  Study their negative buying signals in the episode of the Sales Influence podcast with host Victor …

#192 - Courage to say 'No'

March 18th, 2019

11:20

How saying no will help you get to your goals faster n this episode of the Sales Influence podcast with Victor Antonio.

#191 - POD People

March 15th, 2019

11:49

Who are P.O.D. people?  You probably know a few of them!  Listen in on how POD people can impact your life on this episode of the Sales Influence Podcast with Victor Antonio.

#190 - Listen With Your Eyes

March 11th, 2019

12:43

Being able to read another person or client can be easier if you learn to listen with your eyes; more on this episode on the Sales Influence Podcast with Victor Antonio

#189 - Buying Bullies

March 6th, 2019

10:44

When talking to a client, let talk about how to detect when someone is trying to verbally bully in this episode of the Sales Influence Podcast with …

#188 - Know Your Numbers Redux

March 4th, 2019

10:23

In this Sales Influence podcast I revisit the old adage, "You have to know your numbers" in order to sell more effectively.

#187 - Bond, Break and Build

February 20th, 2019

10:35

To connect with others, you need to Bond, Break and Build in this episode of the Sales Influence podcast.

#186 - Coaching with SPEED

February 18th, 2019

11:23

Here's a simple method for coaching your salespeople to success on this Sales Influence Podcast with Victor Antonio

#185 - GROW Your Sales Coaching

February 7th, 2019

11:23

Find out a simple way to coach your top salespeople to success in this episode of the Sales Influence Podcast with Victor Antonio.

#184 - Relationship Selling Isn't Enough

February 6th, 2019

9:40

We live in a world where a great relationship isn't enough to close the deal.  Here's why on the Sales Influence Podcast with Victor Antonio.

#183 - B2B Meeting Tips

February 3rd, 2019

10:57

Here are some meeting tips when meeting with decision makers on this episode of the Sales Influence Podcast with Victor Antonio.

INTERVIEW - Mastering the Sales Presentation with Steve Benson

February 1st, 2019

56:03

In this interview, Steve Benson of Outside Sales Talk and CEO/Founder of Badger Maps speaks with Sales Expert Victor Antonio on how to master your sales presentation.

#182 - 10 Sales Best Practices - Sales Influence Podcast

January 31st, 2019

9:49

Here are 10 things the best of the best do in selling on this episode of the Sales Influence Podcast with Victor Antonio.

#181 - Best Time to Call

January 20th, 2019

7:46

What is the best day to call a prospect?  What's the best time?  See what the data is telling us in this Sales Influence Podcast with Victor Antonio

#180 - 3 Sales Success Factors

January 19th, 2019

9:38

When it comes to being successful at selling, and making a great living, there are only 3 factors that really matter.  Find out more on this Sales …

#179 - When You Don't Have an Answer

January 19th, 2019

9:34

What do you do when a client asks a question you don't know the answers to?  Find out on this sales influence podcast.

SPECIAL - AI in Sales Forecasting

December 18th, 2018

23:41

How accurate can sales forecast be?  How can you predict how much you'll sell more accurately?  Answer in this special episode of AI in Sales with Victor Antonio

#178 - INTERVIEW with Will Barron and Victor Antonio

December 13th, 2018

43:24

Does B2B selling have to be complex?  Can we simplify the process of selling?  The answer to these questions in this interview with Will Barron and Victor Antonio on the Salesman Red Podcast.

#177 - Find Your Pain

December 12th, 2018

9:19

In order to stay motivated, you need a big enough reason why you're doing what you're doing.  More on this in this episode of the Sales Influence Podcast with sales trainer and speaker Victor Antonio.

#176 - Inbound Selling in 5 Steps

December 11th, 2018

9:11

Find out about Inbound Selling in 5 Steps in this episode of the Sales influence Podcast with Victor Antonio

#175 - Watch Your Sales Language

December 10th, 2018

10:15

What you say matters.  How you say it matters even more.  Sales Influence Podcast with Victor Antonio

#174 - Acres of Sales Diamonds

November 30th, 2018

7:28

Sometimes the opportunity for selling are all around us, we just don't see them.  Find out why in this Sales Influence episode with Victor Antonio.

#173 - My Sales Turning Point

November 27th, 2018

9:49

My sales turning point in this Sales Influence Podcast with Victor Antonio.

#172 - They Don't Want Advice

November 24th, 2018

10:42

They Don't Want Advice on the Sales Influence Podcast with Victor Antonio

#171 - Getting a Time Commitment

November 24th, 2018

9:29

Getting a Time Commitment on the Sales Influence Podcast for salespeople with Victor Antonio

#170 - Brand Called YOU

September 25th, 2018

9:50

Learn how to brand yourself through your actions in this sales influence podcast with Victor Antonio.

#169 - Script or No Script

September 22nd, 2018

10:15

Should you use a script or not?  Let's find out in this sales influence podcast.  www.VictorAntonio.com

#168 - When Buyers Aren't Buying YOU!

September 7th, 2018

9:37

How do you get a buyer to buy into what you're saying and selling so you're able to close more deals?  Find out in this Sales Influence Podcast with Victor Antonio. 

#167 - Top Three Sales Objections

August 29th, 2018

9:31

Overcoming these objections will increase your close rate.

#166 - Being Customer Centric

August 21st, 2018

8:49

Learning to really see things from the customer's point of view will help you understand how to position your message.  Is there a sense of urgency?  Is it the right product or service fit?

#165 - Cold Calling Metrics

August 5th, 2018

8:25

Cold calling is both an art and a science.  To be effective, you have to be able to measure what's working and what's not.  Victor Antonio

Interview - Making the Complex Simple

July 5th, 2018

48:36

In this podcast, I'm interviewed by Chris Hatfield on the "Not Another Sales Podcast" podcast where we get into the topic of simplifying the complex.

#162-Selling High-Priced Products

July 4th, 2018

8:36

The challenge in today's sales environment is being able to demonstrate differentiation and added value for a more expensive product.  In this podcast, I'll give you some suggestions.

#161-Selling Using Case Studies

July 1st, 2018

9:36

Selling a customer with use case studies makes closing a deal easier by showing how they'll get a good ROI.

#160 - Be Fearless When Selling

June 29th, 2018

9:30

In selling, you have to be fearless in all aspects of selling.  Never be afraid of asking for the order.  Here's how...

#159 - Biggest Reason Salespeople Fail

June 28th, 2018

10:22

Why do salespeople fail?  Here's why and what you can do to avoid failure.

#158 - Dark Days of Selling

June 27th, 2018

9:00

In selling, there will always be those days when you simply can't get anything right.  The question is, "How can you change that?"  Find out in this week's podcast.

#157 - Quantify Your Sales Goals

June 26th, 2018

7:45

Quantify your sales goal by figuring out how you'll hit your number.  Here's how...  

#156 - Why are You in Sales?

May 12th, 2018

7:45

Having a defined goal, a great reason to be in sales is a powerful way to stay motivated when selling.

#155 - You Can't Afford It

April 29th, 2018

9:03

Judging a book by its cover is never a good idea and neither is judging a customer by the way they dress.  In this sales influence podcast I share with you an actual experience that probably costs the salesperson a good …

Unleashing Sales Growth Through Science - Gabe Larsen, InsideSales.com

April 27th, 2018

32:17

Salespeople can sell more by incorporating data science and technology into the way they actually sell. Data science offers reliable answers to the …

#154 - Don't Let Objections into the Conversation

April 27th, 2018

9:22

We've been taught to handle objections but we're rarely taught how to preempt them and what we need to do to make sure they don't hurt our ability to close the sale.  Find out why and how in this podcast.  Victor …

#153 - Sales Mental Toughness

April 17th, 2018

6:49

When you're in selling, having the right skill sets are only part of the tools needed to succeed.  Being able to stay mentally tough when things go …

#152 - 3 Keys To Selling - Sales Influence Podcast

April 17th, 2018

8:37

In business and selling, there are always ways to position your product (or service) and your value. Here are three ways that you can do it.

#151 - 3 Big Whys In Selling

April 16th, 2018

7:12

When selling you want to be able to ask these 3 big whys to be able to control and guide the conversation.  Host Victor Antonio on the Sales …

#150 - Blocking Price Objections

April 2nd, 2018

10:00

Never wait for a client to raise an objection; learn to block the objection.  In this episode, you'll learn how Blocking price objection should be …

#149 - The Secretary Power Play

March 23rd, 2018

7:41

When a call comes in to speak to a rep and the secretary answers, here's who they should respond to help out the rep on this episode of the Sales …

#148 - Like Mindedness Equals Trust

March 23rd, 2018

10:54

In this sales influence podcast I'll show you how sharing the client's point of view will increase your trust factor.

#146 - Automation In 7 Steps - Sales Influence Podcast

March 1st, 2018

9:25

Automation In 7 Steps - Sales Influence Podcast with Victor Antonio

#145 - Will Artificial Intelligence Replace Salespeople?

February 26th, 2018

8:39

The question everyone is asking is, "How will AI impact salespeople?"  I answer this question succinctly in this podcast.  Victor Antonio

#143 - Social Media Sales Marketing

February 22nd, 2018

12:37

Using social media to sell more. Victor Antonio

#142 - 7 Steps To Guiding A Client

February 15th, 2018

12:11

Seven steps toward guiding a client - Sales Influence Podcast #SIP

#141 - Sales Training Outline

February 15th, 2018

11:23

Sales Training Outline on the Sales Influence Podcast.

#140 - Zero Moment of Truth

February 13th, 2018

10:57

Branding and connecting in this episode  - Sales Influence Podcast #SIP

#138 - Emotional Questions that Connect

January 14th, 2018

10:49

In this podcast we look at how to ask questions to connect with the client, not only on a business level, but on an emotional level to understand what is driving their priorities.

#137 - BANT Method

January 13th, 2018

10:08

BANT stands for Budget, Authority, Need and Timing; a good model to keep in mind when speaking with a client with Victor Antonio

#136 - Quantifying Values Using Norms

January 13th, 2018

10:44

Learn how to use norms, averages and metrics to sell the value of your product or service with Victor Antonio.

#135 - Ask For The Order - Sales Influence Podcast #SIP

January 7th, 2018

11:17

Most salespeople have a meeting, do a presentation and never ask for the order.  Here's why...

#134 - Selling to Wealthy Clients - Sales Influence Podcast #SIP

January 7th, 2018

11:29

Selling to Wealthy clients is never easy especially if they believe they know more than you.  Find out how you position yourself as someone worth listening to.

#133 - Authentic People Sell More

December 20th, 2017

10:19

Sales Influence Podcast with Victor Antonio

#132 - What s Your Budget

December 17th, 2017

10:36

Sales Influence Podcast with Victor Antonio

#131 - Dealing With Rejection

December 16th, 2017

10:46

Sales Influence Podcast with Victor Antonio

#130 - Stop Selling It Cheap

December 15th, 2017

11:18

Sales Influence Podcast with Victor Antonio

#128 - Selling Marketing Services - SIP

December 5th, 2017

10:25

Sales Influence Podcast with Victor Antonio

#127 - Selling a Commodity Thru Channels

December 4th, 2017

11:12

Sales Influence Podcast with Victor Antonio

#126 - Bridge The Value Gap - #SIP

December 2nd, 2017

12:07

Sales Influence podcast with Victor Antonio

#125 - Best Buy's Lost Sale - #SIP

December 1st, 2017

10:41

Sales Influence Podcast with Victor Antonio

#124 - The Niche Is Rich - #SIP

November 27th, 2017

11:36

Sales Influence Podcast with Victor Antonio

#123 - Selling With No Experience - #SIP

November 27th, 2017

12:25

Sales Influence Podcast with Victor Antonio

#120 - Put Yourself in the Client's Pajamas

October 21st, 2017

13:30

Selling effectively requires you to put yourself in the client's shoes or in this case, pajamas.  In this episode, I help a sleep expert sell more beds.

#119 - Selling Beer Ain't Easy

October 21st, 2017

11:51

In this episode, I answer three inquiries from my subscribers.  The first one is on selling beer!  Great topic!  

#118 - Sell to the Unstated Needs (B2B)

October 16th, 2017

11:46

In this episode I tackle a tough B2B Sales Channel question.  Check it out.

#117 - Uber Your Sales

October 16th, 2017

11:05

How can you sell more?  Well, let's dig deep into how Uber became such a huge business.

#116 - 7 Sales Guiding Principles

October 16th, 2017

11:19

To be the best, you have to do what the best salespeople do.  Here are 7 ways to get good at selling.

#115 - That's All I Can Pay

August 28th, 2017

11:36

What do you say when a client says, "That's all I can pay"?  Do you discount pricing?  Or, is there a better alternative!  www.VictorAntonio.com

#114 - Never Aim for Perfection

August 25th, 2017

11:54

Go inside the head of Victor Antonio and find out his philosophy on selling and life in this Sales Influence Podcast.  www.VictorAntonio.com

#113 - Using Bad Language

August 25th, 2017

11:24

Using bad language can prompt clients to ask for a discount.  Here are some words to avoid in this Sales Influence Podcast.  www.VictorAntonio.com

#112 - Time Management 4 Top Performers

August 25th, 2017

11:32

How do the best sales performers balance their time?  Find out in this Sales Influence Podcast.  http://www.VictorAntonio.com

#111 - Sales Enablement Gone Wrong

August 17th, 2017

11:57

Getting sales and marketing to work together isn't easy.  What do salespeople have to know and managers have to do to make selling more effective?  Find out in this Sales Influence podcast.  www.VictorAntonio.com

#110 - 3 Ways To Connect with Clients

August 17th, 2017

10:55

How do you connect with clients?  How can you build trust more effectively?  Find out in this Sales Influence Podcast.  www.VictorAntonio.com

#109 - I Need to Do More Research

August 17th, 2017

11:35

How many times has a client said to you, "I need to do more research?"  Probably too many times.  In this podcast we address this objection.  www.VictorAntonio.com

#108 - Don't Punish Your Salespeople

August 14th, 2017

10:01

How do you deal with non-performing salespeople?  Should you punish them?  If not, what should you do?  www.VictorAntonio.com

#107 - Build Your Sales Confidence

August 10th, 2017

11:06

How can you build your sales confidence?  How can you sell more without discounting your price?  Do you REALLY know your product's value? Find out in this Sales Influence Podcast. www.VictorAntonio.com

#106 - Why Prospects Don't Call Back

August 8th, 2017

12:36

Why don't prospects call back?  What can you do to get your calls returned?  It's this simple on this Sales Influence Podcast!  www.VictorAntonio.com

#105 - Close the Sale There!

July 26th, 2017

11:14

Shortening the sales cycle and getting client commitment requires that you accelerate the sale or else risk the sales dying on the vines.  www.VictorAntonio.com

#104 - The EASY Sale

July 26th, 2017

10:41

Selling is about getting the client to say yes with minimal effort.  To sell more requires that you take advantage of the easy sales.  www.VictorAntonio.com

#103 - Preparing Your Champion

July 26th, 2017

11:35

Getting someone to believe in your product or service is NOT enough.  You have to prepare them to fight for you when you're not there.  www.VictorAntonio.com

#102 - Cruising Into The Close

July 20th, 2017

11:23

Learn how to put yourself into the client's position.  See things from their point of view in order to CLOSE more effectively.  www.VictorAntonio.com

#101 - 12 Month Sales Challenge

July 20th, 2017

10:53

How can you improve?  How can you get better at selling?  What specific thing can you do to be more effective?  Find out in this Sales Influence Podcast.  www.VictorAntonio.com

#100 - What is Your Time Worth?

July 15th, 2017

12:28

What is Your Time Worth?  Do you know how to calculate your hourly value?  In this Sales Podcast you'll learn how much a lunch is really costing you. …

#099 - Cold Calling Numbers

July 13th, 2017

10:06

How many clients do you need to speak with to hit your sales number?  How do you calculate your annual income?  Learn how to reverse engineer your …

#098 - Qualifying at Tradeshows

July 8th, 2017

12:28

If you attend tradeshows and what to find out how to qualify sales leads, this is the podcast for you!  www.VictorAntonio.com

#097 - Don't Lose Your Ass

July 5th, 2017

10:12

What happens when you listen to other people?  How does it impact you?  Find out in this sales influence podcast.  www.VictorAntonio.com

#096 - Close On The Presentation - Sales Influence Podcast #SIP

June 27th, 2017

10:56

How do you nail the client down for a date to do a presentation?  What would you say?  Find out in this sales influence podcast!  

#095 - Afraid to Cold Call?

June 26th, 2017

13:22

Afraid to make the cold call?  Don't understand why you won't call?  www.VictorAntonio.com

#094 - Hiring the Right Salesperson

June 24th, 2017

11:10

Are you frustrated at hiring salespeople that don't work out? What can you do to hire the right salesperson?  Find out in this podcast!  http://www.VictorAntonio.com

#093 - Starting a Conversation

June 19th, 2017

10:11

How do you start a sales conversation?  How do you keep it going?  The best salespeople know how to build rapport through great conversation.  http://www.VictorAntonio.com

#092 - Simplest Sales Tactic

June 14th, 2017

11:05

How can you close more deals?  In this Sales Influence podcast, I reveal ONE simple strategy you can use to close more sales!  www.VictorAntonio.com

#091-Sales Compensation Matters

June 14th, 2017

11:25

How can you keep your team motivated?  Should you design a compensation plan to motivate them?  Find out on this Sales Influence Podcast.  

#090 - The Profit Center

June 10th, 2017

11:36

Who is the most important person in your business?  Who is the only one who is NOT cost center?  Find out in this Sales Influence Podcast.

LIVE - How to Sell

June 9th, 2017

59:22

Learn how to sell to business, consumers, and homeowners using 3 simple sales models.  www.VictorAntonoi.com

#089 - Corner Your Client

June 9th, 2017

13:08

To close a sale, it's necessary to corner you client by getting them to divulge key information to help you close the deal.  Here's how you do it in …

#088 - Are Salespeople Born or Made?

June 7th, 2017

11:13

Are salespeople born (nature) or are they made (nurture)?  What percentage are natural salespeople?  Find out in this Sales Influence Podcast.

#087 - When to Walk Away

June 3rd, 2017

11:36

When is it time to walk away from a potential deal?  How do you know it's the right time?  Find out on this Sales Influence Podcast.

#086 - How to Follow UP

June 3rd, 2017

11:12

When is a good time to follow up?  What's the best way to follow up?  Find out on this Sales Influence Podcast! 

#085 - We'll Get Back to You

May 28th, 2017

12:52

We all hate when a client says, "We'll get back to you."  Here's how you handle that situation.  www.victorantonio.com

#083 - Ask Permission or Not?

May 18th, 2017

11:02

When you cold call someone and manage to get them on the phone, should you ask them for permission to speak or not?  www.VictorAntonio.com

#082 - 3 Key Qualifying Questions

May 15th, 2017

11:15

Here's Grant Cardone's take on asking qualifying questions to see where the prospect stands. www.VictorAntonio.com

#081 - Kill the Sacred Cow

May 15th, 2017

11:31

In order to grow, we have to let go or KILL our dependency on that which holds us back.  www.VictorAntonio.com

#080 - Trust = Sales Speed

May 9th, 2017

11:37

Gaining a client's trust is key when it comes to selling faster!  www.VictorAntonio.com

#079 - Qualify and Close the Sale

May 6th, 2017

10:52

Most salespeople wait til the end to attempt to close a sale.  There's a BETTER way!  www.VictorAntonio.com

#078 - Focus on How, Not What

April 27th, 2017

10:07

In this sales influence podcast we focus on the importance of talking about HOW, not just the WHAT!  www.VictorAntonio.com

#077 - 5 Ways to Quantify Value

April 24th, 2017

9:41

Selling a B2B type product requires you to go beyond features and benefit and quantify the actual cost savings your product or service offers.  Here are five ways to do that!  www.VictorAnotnio.com

#076 - Bad Sales Approach!

April 20th, 2017

10:16

Sometimes we get stuck using sales approaches that no longer apply to what we're selling or HOW we sell.  Here's a perfect example and what you can learn from it.  www.VictorAntonio.com

#075 - 3 Elements of a Great Story

April 17th, 2017

10:00

Here are three elements to develop a compelling story and reason for people or customers to listen to you.  www.VictorAntonio.com

#074 - Network Marketing Recruiting

April 12th, 2017

10:20

If you're in network marketing, it can be hard to convince people that it's a legitimate business that has to be worked.  Here's how you deal with dreamkillers.  www.VictorAntonio.com

#073 - When Clients Leave

April 11th, 2017

9:49

When a client leaves and goes to our competitor our first reaction is to think that they got a better deal on price.  But the issue may be more complicated than that.  www.VictorAntonio.com

#072 - When to Walk Away

April 10th, 2017

10:31

sales training selling podcast victor antonio

#071 - The R.I.T.E. Presentation

April 7th, 2017

7:55

Telling a great story will get the client's attention.  Telling the R.I.T.E. story will get them to open their wallets.  Here's how you do it.  www.VictorAntonio.com

#070 - Selling the Switchover

April 6th, 2017

10:06

sales training, sales influence, selling, sales tips

#069 - How Much is It?

April 5th, 2017

10:36

Sales Influence Podcast: What do you do when a client ask, "How much is it?" without knowing the full extent of what you offer?  How do you answer …

#068 - Bad, Bad Closer

April 4th, 2017

11:55

Here's an example of a salesperson who doesn't know how to close and a company who failed to train them properly.  www.VictorAntonio.com

#067 - Changing Compensation Plans

April 2nd, 2017

10:58

One of the worse things you can do to a productive salesperson is changing their compensation plan ESPECIALLY when they keep exceeding quota.  www.VictorAntonio.com

#066 - Disadvantage of Youth in Sales

April 2nd, 2017

12:07

Being young in sales can be tougher when you're trying to sell a high-end product or service.  So what can you do?  Check out this Sales Influence podcast to find out.  

#065 - Scaling Your Business 3/3

March 30th, 2017

9:31

Scaling your business requires a strict plan of attack in how you approach the market.  How can you scale your business?  What's the revenue potential per market segment?  What about verticals?  www.VictorAntonio.com

#064 - Scaling Your Business 2/3

March 27th, 2017

9:24

Scaling your business requires a strict plan of attack in how you approach the market.  How can you scale your business?  What's the revenue potential per market segment?  What about verticals?  www.VictorAntonio.com

#063 - Scaling Your Business 1/3

March 25th, 2017

10:45

In this 3 part series, I'm going to show you how to scale/grow your B2B company by using distribution channels.  www.VictorAntonio.com

#062 - Take Control, Don't Be Helpless

March 23rd, 2017

11:13

In this podcast I talk about Dr. Martin Seligman's work on Learned Helplessness and how it can impact you in your personal life or career.  www.VictorAntonio.com 

#061 - Victor Unplugged

March 21st, 2017

1:16:21

In this podcast I'm interviewed by Adicto Al Exito (addicted to success) where I speak openly about my career in sales and with my show Life or Debt.  www.VictorAntonio.com

#060 - Making the Shortlist

March 20th, 2017

10:25

B2B Sales - Making the Shortlist as a Vendor is tough.  In this sales influence podcast I share some data from Circle Research that may surprise you on how buyers go about choosing a vendor.  http://www.VictorAntonio.com

#059 - A Noble Profession

March 18th, 2017

9:08

Sales is a noble profession.  Real selling isn't about taking advantage of others, but selling value to create more value.  Here is what I mean.   www.VictorAntonio.com

#058 - How to Set Pricing

March 15th, 2017

9:12

How to Set Your Price for your product or service in the market using the Gabor-Granger Pricing Model.  www.VictorAntonio.com (sales, sales tips, sales training)

#057 - Overwhelming Clients = No Decision

March 13th, 2017

10:11

Sometimes we overwhelm our clients with so much information that it causes them not to make a decision.  Here are some tips to avoid doing that!  www.VictorAntonio.com

#056 - Sales Velocity

March 11th, 2017

9:34

In this podcast I define how to measure and achieve sales velocity by monitoring and improving on 4 levers or KPIs.  www.VictorAntonio.com

#055 - Why We Make Bad Choices

March 8th, 2017

10:34

We have to ways of processing information; the reflective and reflexive brain.  Each operates differently and understanding how this influences the decision-making proceseses are made is important.  www.VictorAntonio.com

#054 - Building Trust

March 6th, 2017

11:02

Buyers or clients need to able to trust if you want them to buy from you.  In this podcast I discuss 7 ways to build your trustworthiness! www.VictorAntonio.com

#053 - 7 Traits of a Sales Leader

March 4th, 2017

10:19

Here are 7 things every great sales leader or manager should do if they wish to command the respect of their salespeople.  www.VictorAntonio.com

#052 - More Time to Sell More

March 1st, 2017

9:00

I'm going to show you two strategies that will give you time to sell more and hit your quota.  http://www.VictorAntonio.com

#051 - The New Sales Imperative

February 28th, 2017

9:59

In this podcast I review an article in the Harvard Business Review title The New Sales Imperative from the CEB; organization responsible for books like The Challenger Sale and the Challenger customer.  Here's the link …

#050 - Know Your Numbers

February 27th, 2017

10:28

In selling, you have to know your numbers.  How many calls are you making a day?  How many calls are converting to appointments?  How many appointments are garnering a sale?  Why is this important?  Listen to today's …

#049 - Number 1 Sales Mistake

February 27th, 2017

10:04

The number one mistake in selling is not doing....  This sales podcast will highlight what every salesperson needs to be doing during a sales conversation and HOW to do it.  www.VictorAntonio.com

#048 - Stop Managing Your Salespeople

February 23rd, 2017

10:04

Business owners make 4 common mistakes when handling their salesforce.  In this podcast I discuss how and why you need to shift your thinking when i comes to running a salesforce effectively.  www.VictorAntonio.com

#047 - 90 Day Sales Mindset

February 18th, 2017

10:31

If you're new to sales or are struggling to stay motivated in selling, you want to listen to this podcast.  Learn why you don't feel motivated to sell your product or service.  Understand what you can do to keep selling …

#046 - Small Business Sales Problem

February 17th, 2017

10:29

Last week I did a coaching session with a small business owner who wanted to learn how to sell but didn't have their marketing approach clear.  Once we clarified them, it was easy to teach them how to sell.  

#045 - Five Things to Look for in a Company

February 16th, 2017

11:09

What Salespeople Need to be Successful is a company that offers FIVE key things that will help them sell more effectively.  www.VictorAntonio.com

#044 - Two Modes of Thinking

February 14th, 2017

11:25

Did you ever find yourself in a funk?  A blue mood?  Not feeling like the world is working in your favor?  Well, you're not alone.  But what happens when you're in a bad mood and you try to make decisions concerning …

#043 - Why You Should Be In Sales

February 9th, 2017

11:24

Here's a quick story on how I got into sales, four things you need to know about sales and having a sales eq!  http://www.VictorAntonio.com

#042 - Social Media Sales Funnel

February 7th, 2017

10:50

Today's buyers like to go online to research before deciding to contact a company.  It's imperative that you leverage these channels to drive traffic …

#041 - Get Rid of Low Profit Clients

February 1st, 2017

12:08

Get rid of clients who are not helping you be profitable by unbundling services and creating tiered pricing.  http://www.VictorAntonio.com

#040 - Five Elements of a Winning Presentation

January 27th, 2017

11:25

What are the key elements of a great sales presentation?  Who are your buyers?  What are their buying motives?  What do you need to know and have before doing a presentation?  All these questions are answered in this …

#039 - Should You Be in Sales?

January 25th, 2017

11:54

Selling is a profession that requires a certain skillset and mental toughness.  We all go through our moments when sales are low and we question if we're really cut out for this profession. This podcast will help you …

#038 - Stop Conditioned Discounting

January 17th, 2017

10:39

How to deal with clients who always want discounts.  www.VictorAntonio.com

#037 - Pricing Concerns Changes over Time

January 11th, 2017

10:09

In this podcast find out how the concern for price changes over time when it comes to the buyer.  Initially, the concern is "How much?" but then the …

#036 - The Best Sales Style

January 9th, 2017

9:09

It goes without questioning that extroverts are better at selling than introverts. Extroverts have a gift for the gab, know how to engage clients and even persuading them into make a buying decision. They’re great …

#035 - SPIN Selling

January 6th, 2017

10:19

Written by Neil Rackham in 1987, SPIN Selling still stands as one of the great sales books on how to uncover pain points.  http://www.VictorAntonio.com

#034 - Retail Sales Influence

January 4th, 2017

10:39

Client walks into your retail store and says, "I'm just looking around."  What do you say as a salesperson?  What should you say in response?  What …

#033 - Sell 48% More

January 2nd, 2017

10:17

THE SALES PROCESS

PERSONALIZING A SALES PROCESS FOR YOUR BUSINESS: Studies have shown that the most consistent salespeople are these who use a sales process. Here are three compelling reasons whey having a sales process …

#032 - 3 Ways to Block Your Competition

December 19th, 2016

11:00

If you're in the B2B space, you're going to appreciate this podcast.  Have you ever submitted a bid and you made the final cut?  You and another company have been asked to come in and discuss your proposal.  You've been …

#031 - Get Clients to Like You

December 13th, 2016

10:53

Clients buy from people they like.  So how do we get clients to like us?  How do they determine whether your friend or foe?  In this Sales Influence …

#030 - Case Study - Selling Solar Panels

December 5th, 2016

10:33

Selling technology products into the international markets can be tricky. In this podcast I help someone figure out how to sell solar panel products …

#029 - 4 Keys to Selling Value Service

December 2nd, 2016

10:07

How do you get clients to switch over to your service?  What are the four (4) things you need to demonstrate in order to win the business?  In this sales influence podcast I'll tell you how you can win more deals on …

#028 - Why Clients Need More Information

November 29th, 2016

10:35

How many times has a client said to you, "I need to do more research." before they're able to make a buying decision?  What triggers this need to seek out more information?  In this podcast I introduce the concept of …

#027 - Shut Up and Sell More

November 25th, 2016

9:59

Why does listening work?  Why is it so important in the sales process?  Find out 5 ways to listen more effectively and 3 things you should never do …

#026 - Change YOUR Sales Behavior

November 21st, 2016

9:50

Learn how to change your sales behavior using the feed forward method.  Think of one behavior you'd like to change or improve on.  Then, ask 5-10 people to give you 2 ideas on what you can do going 'forward' to change …

#025 - Voter & Seller Preference

November 9th, 2016

10:01

Understanding who voters are going to vote for is tricky, but not as tricky as trying to find out what buyers prefer.  In this podcast I'll give you a strategy to uncover a true buyer's preference.

#024 - Selling Today: Interview with Victor Antonio

November 8th, 2016

49:35

How has selling changed with the advent of the Internet?  If consumers are more informed, how do can you sell more effectively.  Listen to this radio interview with sales expert Victor Antonio

#023 - What Do You Do?

November 1st, 2016

11:05

When you're at Networking event and someone asks, "What do you do?", how should you respond?  In this Podcast I give you an insightful strategy on …

#022 - 7 Ways to Avoid Discounting

October 25th, 2016

10:28

Clients usually ask for a discount.  Here are 7 ways you can counter the "can you give me a better price" objection without having to lower your price.  http://www.VictorAntonio.com

#021 - Increase Your Average Order Size

October 21st, 2016

10:03

One of the most common objections you get from a client is, "That's more than I expected to pay."  Using this one simple, yet effective strategy, you can a) block that objection b) increase your average order size and …

#020 - Train Your Salespeople to Think

October 17th, 2016

11:47

Every manager has to learn how to condition their salespeople to think for themselves instead of always solving the problem for them.  In this …

#019 - Don't Psyche Yourself Out

October 13th, 2016

10:00

Don't psyche yourself out as a salesperson by Committing the Fundamental Attribution Error.  Too often we assume something about our customer or client that really isn't true.  In so doing, we question our own ability …

#018 - Getting Clients to CHANGE their Minds

October 10th, 2016

10:34

When a customer searches online or offline in search of a product, their 'preferences' begin to form in terms of what they want.  The only way to persuade a customer who has already formed preferences is to destabilize …

#017 - Avoid Sales Burnout!

September 29th, 2016

10:01

One of the toughest things to deal with is burning yourself out by doing too much and not enjoying what you're doing.  Burnout means you're so tired that you just can't do it anymore.  Adam Grant in his book Give and …

#016 - Black Box of Selling

September 27th, 2016

9:20

I use an engineering story to drive home the point that we as salespeople need to stop and analyze our WINS in order to determine how we won the deal.  Taking time to reflect on why we won the deal, speaking with …

#015 - Sales Excellence (Special)

September 24th, 2016

13:28

What does it take to be the best in selling?  What should you know?  Who should train you?  Do you need a sales process?  In this special recording, …

#014 - Sell Like a Squirrel

September 22nd, 2016

10:30

In this episode, I use the squirrel as an analogy for selling more to new clients.  Squirrels are creatures that are focused and determined.  If we can imbue our salespeople with that same focus and determination, …

#013 - Brain Pain = More Sales

September 17th, 2016

11:05

In this episode we look at how the brain works, more specifically the reptillian brain.  We talk about Fight, Flight and more importantly Freeze; when clients can't decide. You also get an example of creating brain pain …

#012 - Cost of LOSING Clients

September 15th, 2016

9:51

How much does a new client really cost your company?  More than you think!  You'll be introduced to Opportunity Costs, Return On Investment (ROI) and Lifetime Value of a Customer (LVC).  www.VictorAntonio.com

#011 - STOP Competitors from Bad Mouthing You!

September 11th, 2016

9:55

 STOP Competition from Bad Mouthing You by learning how use the inoculation theory, not to persuade others, but to stop others (your competitors) …

#010 - "Your Price is Too High" Objection

September 4th, 2016

9:57

In this podcast I address how to handle the objection "Your price is too high." using a great example by the late great Zig Ziglar.  I then desconstruct his response to reveal why his example is very effective. 

#009 - "Let me think about it" Response

August 28th, 2016

9:54

We all hate to hear the words, "Let me think about it." after a great sales presentation.  In this episode I'll show you what you can say and do to maneuver the client to a 'yes' answer.

#008 - Your Presentation Style

August 23rd, 2016

9:34

In this Sales Influence Podcast I talk about finding your presentation style and how authenticity is key when it comes to influencing and persuading others to buy from you or buy into what you're saying.

#007 - 10 Sales Presentation Tips

August 21st, 2016

8:37

Here are 10 presentation tips to help you create a more powerful and persuasive presentation.  You need to have a structure, storyline, a narrative …

#006 - Getting Clients to SWITCH

August 16th, 2016

7:53

If a client is using someone else, how do you get them to switch over to buying from you?  Why do clients hesitate?  Why do they not want to change?  Learn what you need to do to make them want to switch.

#005 - 4 Types of B2B Buyers

August 10th, 2016

10:02

In any B2B (or B2C) you typically have four types of buyers who will make the buying decision.  The key is understanding who they are, what are their …

#004 - Finding B2B Target Clients

August 3rd, 2016

10:19

Finding your B2B target clients starts off by knowing your industry, then segmenting it, finding the different markets and then identifying the clients within each.  Learn also how to use DATAMINING to help you sort …

#003 - 5 Mistakes Managers Make in Selling

August 1st, 2016

10:40

There are 5 common mistakes business owners make when working with a salesforce.  Learn what not to do and how to manage a winning sales team.  Victor Antonio, sales and motivation expert will discuss shift our paradigm …

#002 - WHY Clients Don't BUY

August 1st, 2016

10:10

What stops a client from making a buying decision?  In this sales training tip you'll learn about Brain Pain.  Sales trainer and motivation expert Victor Antonio will walk you through why clients don't buy and what you …

#001- How to Rescue a Struggling Salesperson

August 1st, 2016

12:00

When a salesperson is struggling to hit their number, here's what you need to do!  In this sales training episode you'll learn what to do a sales manager. Sales trainer and motivation expert Victor Antonio shows you …

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