Sales Influence Podcast
Episodes
#099 - Cold Calling Numbers
13 Jul 2017
Contributed by Lukas
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 n...
#098 - Qualifying at Tradeshows
08 Jul 2017
Contributed by Lukas
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
05 Jul 2017
Contributed by Lukas
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
27 Jun 2017
Contributed by Lukas
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! http://www.Victor...
#095 - Afraid to Cold Call?
26 Jun 2017
Contributed by Lukas
Afraid to make the cold call? Don't understand why you won't call? www.VictorAntonio.com
#094 - Hiring the Right Salesperson
24 Jun 2017
Contributed by Lukas
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....
#093 - Starting a Conversation
19 Jun 2017
Contributed by Lukas
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...
#092 - Simplest Sales Tactic
14 Jun 2017
Contributed by Lukas
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.co...
#091-Sales Compensation Matters
14 Jun 2017
Contributed by Lukas
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
10 Jun 2017
Contributed by Lukas
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
09 Jun 2017
Contributed by Lukas
Learn how to sell to business, consumers, and homeowners using 3 simple sales models. www.VictorAntonoi.com
#089 - Corner Your Client
09 Jun 2017
Contributed by Lukas
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?
07 Jun 2017
Contributed by Lukas
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
03 Jun 2017
Contributed by Lukas
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
03 Jun 2017
Contributed by Lukas
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
28 May 2017
Contributed by Lukas
We all hate when a client says, "We'll get back to you." Here's how you handle that situation. www.victorantonio.com
#084 - Predictable Prospecting System
24 May 2017
Contributed by Lukas
If you need to acquire or prospect for new sales leads, use this predictable prospecting system to get started. www.VictorAntonio.com
#083 - Ask Permission or Not?
18 May 2017
Contributed by Lukas
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
15 May 2017
Contributed by Lukas
Here's Grant Cardone's take on asking qualifying questions to see where the prospect stands. www.VictorAntonio.com
#081 - Kill the Sacred Cow
15 May 2017
Contributed by Lukas
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
09 May 2017
Contributed by Lukas
Gaining a client's trust is key when it comes to selling faster! www.VictorAntonio.com
#079 - Qualify and Close the Sale
06 May 2017
Contributed by Lukas
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
27 Apr 2017
Contributed by Lukas
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
24 Apr 2017
Contributed by Lukas
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 ...
#076 - Bad Sales Approach!
20 Apr 2017
Contributed by Lukas
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 l...
#075 - 3 Elements of a Great Story
17 Apr 2017
Contributed by Lukas
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
12 Apr 2017
Contributed by Lukas
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 dr...
#073 - When Clients Leave
11 Apr 2017
Contributed by Lukas
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 compl...
#072 - When to Walk Away
10 Apr 2017
Contributed by Lukas
sales training selling podcast victor antonio
#071 - The R.I.T.E. Presentation
07 Apr 2017
Contributed by Lukas
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...
#070 - Selling the Switchover
06 Apr 2017
Contributed by Lukas
sales training, sales influence, selling, sales tips
#069 - How Much is It?
05 Apr 2017
Contributed by Lukas
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 th...
#068 - Bad, Bad Closer
04 Apr 2017
Contributed by Lukas
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
02 Apr 2017
Contributed by Lukas
One of the worse things you can do to a productive salesperson is changing their compensation plan ESPECIALLY when they keep exceeding quota. www.Vi...
#066 - Disadvantage of Youth in Sales
02 Apr 2017
Contributed by Lukas
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 p...
#065 - Scaling Your Business 3/3
30 Mar 2017
Contributed by Lukas
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 potenti...
#064 - Scaling Your Business 2/3
27 Mar 2017
Contributed by Lukas
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 potenti...
#063 - Scaling Your Business 1/3
25 Mar 2017
Contributed by Lukas
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
23 Mar 2017
Contributed by Lukas
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.Victo...
#061 - Victor Unplugged
21 Mar 2017
Contributed by Lukas
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. ...
#060 - Making the Shortlist
20 Mar 2017
Contributed by Lukas
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 ...
#059 - A Noble Profession
18 Mar 2017
Contributed by Lukas
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. ...
#058 - How to Set Pricing
15 Mar 2017
Contributed by Lukas
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, sa...
#057 - Overwhelming Clients = No Decision
13 Mar 2017
Contributed by Lukas
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! ww...
#056 - Sales Velocity
11 Mar 2017
Contributed by Lukas
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
08 Mar 2017
Contributed by Lukas
We have to ways of processing information; the reflective and reflexive brain. Each operates differently and understanding how this influences the d...
#054 - Building Trust
06 Mar 2017
Contributed by Lukas
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.Victor...
#053 - 7 Traits of a Sales Leader
04 Mar 2017
Contributed by Lukas
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
01 Mar 2017
Contributed by Lukas
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
28 Feb 2017
Contributed by Lukas
In this podcast I review an article in the Harvard Business Review title The New Sales Imperative from the CEB; organization responsible for books lik...
#050 - Know Your Numbers
27 Feb 2017
Contributed by Lukas
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 appointm...
#049 - Number 1 Sales Mistake
27 Feb 2017
Contributed by Lukas
The number one mistake in selling is not doing.... This sales podcast will highlight what every salesperson needs to be doing during a sales convers...
#048 - Stop Managing Your Salespeople
23 Feb 2017
Contributed by Lukas
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 ...
#047 - 90 Day Sales Mindset
18 Feb 2017
Contributed by Lukas
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 sel...
#046 - Small Business Sales Problem
17 Feb 2017
Contributed by Lukas
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 ...
#045 - Five Things to Look for in a Company
16 Feb 2017
Contributed by Lukas
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
14 Feb 2017
Contributed by Lukas
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 happe...
#043 - Why You Should Be In Sales
09 Feb 2017
Contributed by Lukas
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
07 Feb 2017
Contributed by Lukas
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
01 Feb 2017
Contributed by Lukas
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
27 Jan 2017
Contributed by Lukas
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 b...
#039 - Should You Be in Sales?
25 Jan 2017
Contributed by Lukas
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 w...
#038 - Stop Conditioned Discounting
17 Jan 2017
Contributed by Lukas
How to deal with clients who always want discounts. www.VictorAntonio.com
#037 - Pricing Concerns Changes over Time
11 Jan 2017
Contributed by Lukas
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
09 Jan 2017
Contributed by Lukas
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 ...
#035 - SPIN Selling
06 Jan 2017
Contributed by Lukas
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.c...
#034 - Retail Sales Influence
04 Jan 2017
Contributed by Lukas
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
02 Jan 2017
Contributed by Lukas
THE SALES PROCESS PERSONALIZING A SALES PROCESS FOR YOUR BUSINESS: Studies have shown that the most consistent salespeople are these who use a sales p...
#032 - 3 Ways to Block Your Competition
19 Dec 2016
Contributed by Lukas
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 com...
#031 - Get Clients to Like You
13 Dec 2016
Contributed by Lukas
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 Influen...
#030 - Case Study - Selling Solar Panels
05 Dec 2016
Contributed by Lukas
Selling technology products into the international markets can be tricky. In this podcast I help someone figure out how to sell solar panel products i...
#029 - 4 Keys to Selling Value Service
02 Dec 2016
Contributed by Lukas
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 ...
#028 - Why Clients Need More Information
29 Nov 2016
Contributed by Lukas
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 see...
#027 - Shut Up and Sell More
25 Nov 2016
Contributed by Lukas
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
21 Nov 2016
Contributed by Lukas
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 pe...
#025 - Voter & Seller Preference
09 Nov 2016
Contributed by Lukas
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 ...
#024 - Selling Today: Interview with Victor Antonio
08 Nov 2016
Contributed by Lukas
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 radi...
#023 - What Do You Do?
01 Nov 2016
Contributed by Lukas
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 ho...
#022 - 7 Ways to Avoid Discounting
25 Oct 2016
Contributed by Lukas
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 pric...
#021 - Increase Your Average Order Size
21 Oct 2016
Contributed by Lukas
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...
#020 - Train Your Salespeople to Think
17 Oct 2016
Contributed by Lukas
Every manager has to learn how to condition their salespeople to think for themselves instead of always solving the problem for them. In this podcas...
#019 - Don't Psyche Yourself Out
13 Oct 2016
Contributed by Lukas
Don't psyche yourself out as a salesperson by Committing the Fundamental Attribution Error. Too often we assume something about our customer or cli...
#018 - Getting Clients to CHANGE their Minds
10 Oct 2016
Contributed by Lukas
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 per...
#017 - Avoid Sales Burnout!
29 Sep 2016
Contributed by Lukas
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 ...
#016 - Black Box of Selling
27 Sep 2016
Contributed by Lukas
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....
#015 - Sales Excellence (Special)
24 Sep 2016
Contributed by Lukas
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 recordin...
#014 - Sell Like a Squirrel
22 Sep 2016
Contributed by Lukas
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 ...
#013 - Brain Pain = More Sales
17 Sep 2016
Contributed by Lukas
In this episode we look at how the brain works, more specifically the reptillian brain. We talk about Fight, Flight and more importantly Freeze; whe...
#012 - Cost of LOSING Clients
15 Sep 2016
Contributed by Lukas
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) an...
#011 - STOP Competitors from Bad Mouthing You!
11 Sep 2016
Contributed by Lukas
STOP Competition from Bad Mouthing You by learning how use the inoculation theory, not to persuade others, but to stop others (your competitors) fro...
#010 - "Your Price is Too High" Objection
04 Sep 2016
Contributed by Lukas
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 desconstr...
#009 - "Let me think about it" Response
28 Aug 2016
Contributed by Lukas
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 m...
#008 - Your Presentation Style
23 Aug 2016
Contributed by Lukas
In this Sales Influence Podcast I talk about finding your presentation style and how authenticity is key when it comes to influencing and persuading o...
#007 - 10 Sales Presentation Tips
21 Aug 2016
Contributed by Lukas
Here are 10 presentation tips to help you create a more powerful and persuasive presentation. You need to have a structure, storyline, a narrative a...
#006 - Getting Clients to SWITCH
16 Aug 2016
Contributed by Lukas
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?...
#005 - 4 Types of B2B Buyers
10 Aug 2016
Contributed by Lukas
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
03 Aug 2016
Contributed by Lukas
Finding your B2B target clients starts off by knowing your industry, then segmenting it, finding the different markets and then identifying the client...
#003 - 5 Mistakes Managers Make in Selling
01 Aug 2016
Contributed by Lukas
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. Vict...
#002 - WHY Clients Don't BUY
01 Aug 2016
Contributed by Lukas
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 V...
#001- How to Rescue a Struggling Salesperson
01 Aug 2016
Contributed by Lukas
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 man...