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Episodes
#018 - Getting Clients to CHANGE their Minds
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...
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#017 - Avoid Sales Burnout!
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...
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#016 - Black Box of Selling
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...
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#015 - Sales Excellence (Special)
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, Victor Antonio will walk you through the mindset, skill set and tool...
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#014 - Sell Like a Squirrel
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,...
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#013 - Brain Pain = More Sales
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...
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#012 - Cost of LOSING Clients
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
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#011 - STOP Competitors from Bad Mouthing You!
STOP Competition from Bad Mouthing You by learning how use the inoculation theory, not to persuade others, but to stop others (your competitors) from persuading your client. This simple strategy is high effective in...
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#010 - "Your Price is Too High" Objection
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.
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#009 - "Let me think about it" Response
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.
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#008 - Your Presentation Style
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.
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#007 - 10 Sales Presentation Tips
Here are 10 presentation tips to help you create a more powerful and persuasive presentation. You need to have a structure, storyline, a narrative and supportive messages to support what you're trying to accomplish.
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