Future of Selling
All things AI & Sales
The Real Reason Some Salespeople Hit Quota While Others Don’t
You’ve seen it. I’ve seen it. We’ve all seen it happen in sales.
Two reps. Same product. Same territory. Same brutal economy.
One c...
How to Be Instantly More Persuasive in Sales: The "Weighted Reason" Technique (Backed by Harvard Research)
TL;DR: Adding a short reason to any claim — using bridges like "because…," "here's why…," or...
The 9-Step HVAC In-Home Sales Process: How to Present, Propose, and Close More Deals
A field-proven framework for HVAC technicians to educate homeowners, present repair vs. replace options, and ...
Victor Antonio is a globally recognized sales trainer and consultant with a B.S. in Electrical Engineering, an MBA, and a 20-year track record as a top sales executive and ultimately serving as Presid...
In today's highly informed market, sales professionals constantly face the “Good Enough” Trap. Your prospect, empowered by tools like Google, YouTube, and ChatGPT, is a pragmatic buyer who defaults to...
In the past few weeks, I've been going down the Artificial Intelligence rabbit hole; more specifically Natural Language Processing (NLP) and Large Language Models (LLMs).
And like Alice in Wonderla...
When a client goes 'dark' (i.e., they ghost you and won't return your calls or respond to your emails), something has gone wrong! But, in your mind, your demo or presentation was great! So now, you're...
You've worked hard to get a meeting with a B2B client or a B2C customer and you are preparing your pitch and/or presentation. The key to getting the potential buyer to move forward is to make sure you...
Ever had a deal that started hot but fizzled for no clear reason? You had rapport, the buyer nodded along, and then… silence. Ghosted!
What happened?
Chances are, you got hit by what psychologists c...
So I'm listening to Rory Sutherland (Advertisement and Marketing Expert) on a podcast and he briefly mentions a book and shares an anecdote from the book which got my attention. Now, I'm the type of g...
