Rich Niche - Define Your Buying Persona

• ️ To recharge your sales, you must first recharge yourself, just like you would recharge a dead smartphone battery.
• ️ Just like a phone, our mental energy can drain if we procrastinate on recharging it, leading to anxious moments and decreased performance.
• ️ Recharge your sales by taking care of your physical and mental energy through simple habits like getting 6-8 hours of sleep and eating correctly.
• To maintain energy levels, eat smaller, frequent meals throughout the day, saving automatic tasks for the morning and bigger meals for lunch.
• ️ Plan your day, prioritize task-oriented activities after lunch, and dedicate 15 minutes daily to inspiration and self-recharge through content like podcasts, books, or videos.
• Surrounding yourself with top performers in sales, even virtually, can help you recharge and stay motivated by sharing strategies and experiences.
• To recharge your sales, prioritize self-care by getting enough sleep and nutrition, finding inspiration, taking time to be quiet and reflect, and redirecting your energy to improve your performance.
• Recharge your sales by recharging your mindset and adopting a client-centric approach that prioritizes delivering value and inspiring others.
  • To recharge your sales, first recharge your mindset by consuming inspiring content, surrounding yourself with positive people, taking quiet time, reflecting on your approach, and redirecting your strategy.
  • A great speaker prioritizes making their client look good, not themselves, by delivering useful content, engaging the audience, and motivating them to discover new abilities.

Summary for: https://youtu.be/vaU0SErzvOM by Eightify

• Imagine your customer on one side of a deep hole and your solution on the other side as a visual for change in sales.
• Bridge the gap between the customer's current state and the desired state by addressing four parameters in the presentation to fill in the perception of depth and concerns.
• Time is the first parameter to consider when closing a sale, as customers want to know how long it will take to implement the product or service and see a return on investment.
• Understand the difference between price and cost, and minimize the perceived effort required for the customer to implement the solution.
• You need to address time, money, effort, and confidence in your sales pitch to assure the customer that the product will work for them.
• Walk the client through a sequence of using the product to build confidence and show that it won't take much time.
• Explain the cost, impact, effort, and confidence to minimize client's concerns and increase their confidence in implementing the solution.
• Improve your closing conversion rate and check out the sales velocity Academy for fast classes and valuable information.

Summary for: https://youtu.be/pp2P08cGVyc 

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.

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

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

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.

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

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, When (Daniel Pink) can help us organize our day.

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

• Presenting a simple formula for effective product demos by layering more value on top of basic presentation skills.
• Presenting a demo sequence should focus on being customer-centric, framing the issue, showing how it applies to the client, and discussing the issue resolution.
• Show how to view sales activities and revenue quickly and easily to save time and access information efficiently.
• Resolve the issue by structuring your presentation to tell them, show them, and then tell them what you just told them, creating mini structures within a larger presentation.
• Imagine how easy it will be for you to have quick access to information and meaningful conversations with your salespeople.
• Use the same structure to address multiple customer issues by identifying and resolving them one by one.
• Show customers that your software is easy to use, provides timely information, and tell a story through your demo to properly showcase your product's features.
• Fast classes on the platform offer 15-20 minute content for sales training, and the key to being a great speaker is to make the client look good, not oneself.

Summary for: https://youtu.be/08emzbC8WUE by Eightify

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.

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

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

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

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

And now, we have a third option, Intraprospecting.

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

#pricing #prices

• Stop overselling and value dumping when presenting a product or service to a client.
• Building more value justifies the price and helps the customer rationalize, but quantity does not equal quality and can oversaturate the customer.
• Overwhelming customers with too many features and not understanding their needs leads to value dumping and losing the sale.
• Understand what the customer wants and needs, and present solutions tailored to their current and future needs.
• Don't overwhelm customers with all the features of a product, focus on demonstrating what they need and establish value.
• Focus on the essential features now, and mention future benefits to avoid overwhelming the prospect.
• Be selective in presenting value, focus on how your product or service can help the client, and avoid justifying the price through a long presentation.
• Sell more faster by delivering real content, engaging the audience, and motivating them to push beyond their comfort zone.

Summary for: https://youtu.be/-CTOiIcjQAw by Eightify

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: 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

The Golden Sandwich of Selling

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

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

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 #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 by Justin Michael and Tony Hughes.

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.

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

• Create a sense of urgency to overcome status quo bias and encourage customers to buy.
• Show the customer that the pain of staying the same is greater than the pain of change to motivate them to move forward.
• Use ROI calculators to show customers the cost of investment in your system.
• After 18 months, you'll get your money back and there's a lot of upside, so use ROI calculators and break even points to show the customer.
• Show customers how not having certain features or services is causing them to lose market share, create urgency by demonstrating cost reduction and tie it back to their ability to be more competitive and grow their business.
• Operational cost and opportunity cost are important to quantify and communicate to customers in order to show the tangible value of what they're missing out on.
• Quantify the customer's pain and position it as greater than the pain of change to create urgency and drive sales.
• Selling is about understanding the customer's pain, positioning the solution, and taking care of them, not about the speaker.

Summary for: https://youtu.be/ejmFqZxCcF0 by Eightify

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 intelligence

Salespeople being suck in the past

Sales-tech SaaS startup GTM Buddy raises $2M led by Stellaris Venture Partners

CRM Platform HubSpot Goes all-in on the UK with 1st Office Opening

Why recruiters need to embrace content marketing

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

Does Multi-Tasking Work with Nicholas Carr

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 for Sales Teams

Salesforce has also introduced Subscription Management for Revenue Cloud.

Denave launches its retail solution mascot - Dgenie

Customer Data Platform Market worth $15.3 billion by 2026

Lee Salz has a new book coming out titled, “Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition” (Release Date: Sep 14, 2021a followup to “Sales Differentiation: 19 Powerful Str

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 intelligence within Zoom meetings
• Outplay gets $7.3M from Sequoia Capital India to help outbound sales team scale their campaigns
• Can Sales Assessments Help Address High Sales Turnover Rates?
• Corporate Visions Launches New Sales Engagement Services Solution for Expanding Inside Selling Teams
• The End of the Traveling Salesman? Covid’s Permanent Transformation of the Sales Industry

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!

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 need to address to acquire a client from your competitor:

M.oney (cost of switching)

E.ffort (required to switch)

T.ime (investment and delays due to switching)

A.doption and/or A.cceptance (will people/employees/team members use it)

And lastly, but MOST important is ER = Emotional Risk. Your internal champion or influencer is worried about what will happen to them/their career if the switchover fails.

In your presentations or demos, you need to address and assuage all 5 of these concerns in order to get them to switch.

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 you spend on Sales Enablement
• If a college degree is worth the investment

And much more!

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 where I would run the territory.  

After 3 months in the region, my boss, President of the division called me up to his office in Minnesota for a debriefing of how it was going.  The conversation we had that day transformed me from a price seller to a value seller.  

That was the day I almost got fired…this is my story.

#valueoverprice #nodiscounting 

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

• Clients who can't make decisions are often afraid, and it's the salesperson's job to reduce their anxiety and address their concerns.
• Create a sense of urgency to push potential customers to make a decision and act now.
• Building trust with clients involves empathizing with their point of view and being a subject matter expert in your product.
• Understand and communicate the differences between your offerings, demonstrate expertise in the market and business, and show the customer that you have their best interest in mind to build trust.
• Understand and guide customers towards a product that will help them without overselling or underselling, positioning yourself as a subject matter expert to build trust.
• Build trust, demonstrate expertise, and keep the customer's best interest in mind to overcome indecision and close the deal.
• Close more deals by demonstrating subject matter expertise, keeping the client's best interest in mind, and connecting with them to make a buying decision.
• A great speaker delivers real content, engages the audience, and motivates them, but the most important thing is to make the client look good.

Summary for: https://youtu.be/ZQlw3XCFRMA by Eightify

Decision Fatigue - How to Sell More on Follow-ups

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 Multilingual Asset 

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