Sales Influence - Why People Buy!

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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!

Victor Antonio


    • Apr 26, 2024 LATEST EPISODE
    • infrequent NEW EPISODES
    • 18m AVG DURATION
    • 574 EPISODES

    4.8 from 314 ratings Listeners of Sales Influence - Why People Buy! that love the show mention: thank you victor, victor's, objections, best sales podcast, antonio, customers, pitch, selling, take notes, digestible, results, techniques, direct, value, drives, improve, apply, actionable, step, confidence.


    Ivy Insights

    The Sales Influence - Why People Buy! podcast is an exceptional resource for sales professionals and business leaders looking to enhance their skills and drive results. Hosted by Victor Antonio, this podcast consistently delivers valuable insights, actionable strategies, and thought-provoking conversations. Victor's expertise as a host shines through as he expertly navigates discussions with top-notch guests who bring a wealth of wisdom to each episode. The quality of content and the dedication put into covering salient topics is evident, making this podcast a must-listen for anyone in the sales industry.

    One of the best aspects of The Sales Influence - Why People Buy! podcast is the caliber of guests that Victor brings onto the show. These individuals are authentic, diverse, and genuinely care about making a positive impact in the world. Their insights are mind-blowing every single time, bringing fresh perspectives and valuable experiences to listeners. The stories shared and advice given from a wide range of situations provide invaluable lessons that can be directly applied to one's own career. Additionally, Victor's skill as a host makes interviewing appear effortless, creating engaging and impactful conversations.

    While it is challenging to find any significant drawbacks to this podcast, some listeners may desire more episodes or longer conversations. The short format of each episode keeps them succinct and focused, which is great for individuals with limited time or short attention spans. However, those who prefer more in-depth discussions may find themselves wanting more from each episode.

    In conclusion, The Sales Influence - Why People Buy! podcast is an outstanding resource for sales professionals and business leaders looking to improve their skills and achieve success. With its valuable insights, actionable strategies, and engaging conversations, this podcast consistently delivers immense value to its listeners. Whether you're seeking wisdom on sales techniques or are interested in hearing great stories that can be applied to your own career journey, this podcast is a smart listen that will leave you inspired and motivated to take action.



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    Latest episodes from Sales Influence - Why People Buy!

    4 Ways to Overcome Price Objection | EP 420

    Play Episode Listen Later Apr 26, 2024 6:15


    Here are 4 ways to overcome price objections: 1) Compared to what 2) Cost of Inaction 3) Price versus Cost 4) Down selling

    ShuHaRi - Developing Your Selling Style | EP421

    Play Episode Listen Later Jan 16, 2024 7:45


    When I started using the script, it felt very unnatural. Then, after some time, I started adapting it a little bit, and it became more comfortable, and my close rate continued to go up. Why? I had gone through the process of ‘Shuhari,' a concept in traditional Japanese martial arts that describes the stages of learning and mastery. It consists of three phases: Shu (守 - "Protect"): In this stage, the learner follows the teachings of a master without deviation. It involves learning the fundamentals and techniques precisely as taught. Ha (破 - "Detach" or "Break"): In this intermediate stage, the learner starts to break away from tradition. They explore variations, modifications, and adaptations of the learned techniques. This phase encourages creativity and a deeper understanding of the art. Ri (離 - "Leave" or "Transcend"): In the final stage, the learner transcends the teachings and forms their path. They have internalized the principles and are no longer bound by the specific teachings of a master. It's a stage of self-discovery and mastery.   #shuhari #sellingstyle

    Connecting with Emotional and Rational Buyers - EP420

    Play Episode Listen Later Jan 9, 2024 6:24


    In this session, you'll learn the difference between how rational and emotional buyers make buying decisions.  You'll also be asked to evaluate what type of speaker, presenter or trainer you are and why it's critical that you align yourself and your material with their audience.  Whether you're an entrepreneur, small business owner or executive, aligning with your audience will help you become more persuasive.  Lastly, you'll learn the 3-Step BLEND formula for creating a presentation, speech or training material that connects with both rational and emotional buyers.

    AI Will Eliminate Jobs - #419

    Play Episode Listen Later Aug 31, 2023 8:52


    AI will eliminate, not displace, jobs over the next few years with almost 20% of jobs globally being eliminated.

    AI Wrecks the Sales Market - #418

    Play Episode Listen Later Aug 27, 2023 9:25


    AI will change how we sell and how buyers buy.

    AI Makes Buying Easy - #417

    Play Episode Listen Later Aug 25, 2023 8:24


    Here's how AI Makes Buying Easy and how selling will be a secondary activity in the sales process.

    7 Rules for Sales Masters ( Top Performers) -#416

    Play Episode Listen Later Jun 1, 2023 9:55


    7 Rules for Sales Masters ( Top Performers) with Victor Antonio

    Client says, "I'm busy call me later."  #415

    Play Episode Listen Later May 17, 2023 10:01


    The client says, "I'm busy call me later."  What do you do?    

    Asking Painful Questions using a Psychological Chute #402

    Play Episode Listen Later May 8, 2023 9:10


    Asking Painful Questions using a Psychological Chute is all about guiding the client, prospect or customer's attention.  This was highlighted in Robert Cialdini's book Pre-Suasion.

    Mastering Video Prospecting with Jarrod Best-Mitchell, Sales Influence(r)

    Play Episode Listen Later May 4, 2023 55:10


    In this episode of the Sales Influence podcast I interview Sales Trainer, LinkedIn Coach, and Co-Founder of Sales as a Profession Jarrod Best Mitchell where we talk about tactics and strategies for video prospecting and getting more business.

    Reduce Buying Friction - SIP #401

    Play Episode Listen Later May 1, 2023 9:24


    Learn how to Sell More by Reducing Buyer Friction using Demand-Side Sales tactics to understand buyer #indecision #statusquo and #friction. http://www.victorantonio.com

    Overcoming Sales Mistakes with Andrew Sykes, Sales Influence(r)

    Play Episode Listen Later Apr 13, 2023 39:48


    On this episode of the Sales Influence podcast, Victor Antonio is joined by Andrew Sykes to discuss trust in sales. Andrew shares his experience transitioning from an actuary to a salesperson and how he has spent the past three decades researching and teaching about how humans think, feel and act when it comes to buying. Together, they deconstruct what it means to build trust with customers and how it can affect the overall sales process.01:09 Mathematical deconstruction of sales.  04:00 Mistakes in Sales Presentations.  08:02 Sales habits and deliberate practice.  10:15 Killing vices to create habits.  13:48 Motivation and dopamine.  19:01 Practice culture in sales.  20:00 Sales Skills Coaching.  23:20 Coaching for Sales Managers.  27:44 Sales feedback and practice.  29:23 Practicing and accepting feedback.  32:34 Building trust through personal stories.  35:39 Deliberate practice for managers. 

    Increase Average Deal Size with Decoy Pricing Options - SIP #400

    Play Episode Listen Later Mar 15, 2023 7:27


    If you're looking to Increase Average Deal Size or sell a high ticket item, consider using Decoy Pricing Options which allow you to shift a buyer's price point or perception. Resources: Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com

    Sales Relationship Matrix with Barry Trailer, Sales Influence(r)

    Play Episode Listen Later Feb 22, 2023 62:13


    In this Sales Influence Podcast, Barry Trailer of Sales Mastery and I jump into what's changed in the world of selling, what top performers are doing and yes, we define the relationship matrix. LMS Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com  

    Building Better Proposals with Joe Ardeeser, Sales Influence(r)

    Play Episode Listen Later Jan 30, 2023 38:26


    Joe Ardeeser, founder SmartPricingTable.com talks about helping businesses build better proposals to win bigger deals more often on this episode of the Sales Influence podcast. 

    Sales Innovation Paradox with Dr. Howard Dover, Sales Influence(r)

    Play Episode Listen Later Jan 24, 2023 68:01


    As sales professionals and sales leaders, we are in the midst of one of the most interesting and disruptive times as technology impacts our worlds. Professor and Author, Dr. Howard Dover shares insights from his book, The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance. In this conversation, you'll discover how technology continues to change both the buyer and the seller. We explore the reasons why innovations in sales technology don't always seem to deliver returns. You'll learn the powerful keys to navigating this dynamic environment we call sales!

    Unlock Your Full Potential with Udi Ledergor, Sales Influence(r)

    Play Episode Listen Later Jan 15, 2023 52:38


    Udi Ledergor is a five-time Marketing leader at B2B start-ups and is currently the CMO at Gong, the Revenue Intelligence category leader helping go-to-market teams close more deals and accelerate growth by capturing, understanding and acting on their most important asset – customer interactions.

    Transformative Speaking with Marcus Sheridan, Sales Influence(r) - EP 563

    Play Episode Listen Later Jan 1, 2023 60:06


    This is one of the best conversations I've had with a fellow speaker who in my opinion 'gets it'!  I ask Marcus Sheridan, author of They Ask, You Answer about his approach to training and speaking, especially when it comes to audience interaction.  Marcus talks about blocking objections, framing conversations, and handling 'hostile' audience members.    #marcussheridan #salesinfluence

    Practicing Sales Excellence with Kevin 'KD' Dorsey, Sales Influence(r)

    Play Episode Listen Later Dec 4, 2022 49:05


    Kevin 'KD' Dorsey is a Sales Leadership Coach, SaaS Sales Consultant & Advisor, and is simply one of the best at understanding what makes a sales team work.  In this podcast, we cover a host of issues and KD does not disappoint in giving practical advice to help your sales team.  Sponsored by BigTinCan, http://www.Bigtincan.com

    Flipping Your Sales Lens with Bob Moesta, Sales Influence(r)

    Play Episode Listen Later Dec 2, 2022 45:47


    Bob Moesta is an innovator, entrepreneur, and the co-creator of the Jobs to Be Done Theory to investigate consumers' motivations and decision-making processes. The co-founder and president of the ReWired Group, Moesta helps leaders and companies repeatedly innovate and reliably predict and drive lasting success.  An experienced product developer and engineer by training, Bob has worked on and helped launch more than 3,500 new products, services, and businesses across nearly every industry, including education, health care, defense, auto manufacturing, software, financial services, and construction. Bob is a guest lecturer at The Harvard Business School, MIT Sloan School of Entrepreneurship, and Northwestern University's Kellogg School of Management. This podcast is sponsored by Bigtincan - Find out more at http://www.Bigtincan.com  

    Million Dollar Mango with Donald Kelly, Sales Influence(r)

    Play Episode Listen Later Nov 30, 2022 64:18


    In this podcast I speak with a true hustler, entrepreneur and great sales trainer, Donald Kelly.  His story is inspirational and is guaranteed to inspire you to sell more!  This podcast is sponsored by Bigtincan, a sales enablement platform to help salespeople create, connect and convert.  http://www.Bigtincan.com

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

    Play Episode Listen Later Nov 6, 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)

    Play Episode Listen Later Nov 1, 2022 68:00


    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 personal relationships through email and personal communications.  This Sales Influence podcast is sponsored by http://www.bigtincan.com

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

    Play Episode Listen Later Oct 26, 2022 42:56


    In this episode, Joe McNeil of Influ2 talks about the role of sales and how there is light at the end of a dark sales funnel.  #darkfunnel #bigtincan sponsored by http://www.Bigtincan

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

    Play Episode Listen Later Oct 18, 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)

    Play Episode Listen Later Oct 11, 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)

    Play Episode Listen Later Oct 5, 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)

    Play Episode Listen Later Oct 4, 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

    Play Episode Listen Later Oct 4, 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

    Play Episode Listen Later Sep 22, 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)

    Play Episode Listen Later Sep 19, 2022 62:55


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

    408 - 4 Sales Scenario Presentations

    Play Episode Listen Later Sep 15, 2022 7:14


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

    407 - Investor Pitch Formula

    Play Episode Listen Later Sep 14, 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 his book SPIN Selling.  #spinselling #neilrackham #investorpitch   http://www.VictorAntonio.com http://www.SalesVelocityAcademy.com

    406 - When Prospects Hesitate...Do this

    Play Episode Listen Later Sep 13, 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 holding you back from moving forward, may I ask what it is?" http://www.VictorAntonio.com #prospecting #prospects #salestips

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

    Play Episode Listen Later Sep 6, 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 spaghetti in business.   #amyfranko #bigtincan

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

    Play Episode Listen Later Aug 25, 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

    Play Episode Listen Later Aug 20, 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 hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves.  Selling in a crisis brings with its downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.   #sellinginarecession #recession #cxoleverage

    Selling in a Recession #16 - CXO to CXO Leverage

    Play Episode Listen Later Aug 19, 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 hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves.  A recession brings with its downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.   #sellinginarecession #recession #cxoleverage

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

    Play Episode Listen Later Aug 18, 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 Bigtincan:  http://www.Bigtincan.com   Victor Antonio: http://www.VictorAntonio.com

    Selling in a Recession #15 - No Discounting

    Play Episode Listen Later Aug 17, 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 buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with its downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #discounting

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

    Play Episode Listen Later Aug 16, 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 influencers.  Tony has an amazing background in sales; you're bound to learn something new in this interview sponsored by Big Tin Can. #sellingtovito #tonyparinello #bigtincan

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

    Play Episode Listen Later Aug 12, 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 engagement.

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

    Play Episode Listen Later Aug 12, 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 today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.   #sellinginarecession #recession #decisionmakers

    Selling in a Recession #13 - Less Competition

    Play Episode Listen Later Aug 11, 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 hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #competiton  

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

    Play Episode Listen Later Aug 10, 2022 61:13


    BigTinCan's Chief Marketing Officer Rusty Bishop joins me on the Sales Influence(r) podcast to talk about his Sales Enablement Obsession (SEO) and the tools you need to win in the world of selling today. Link: http://www.bigtincan.com

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

    Play Episode Listen Later Aug 10, 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 today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #termsandconditions

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

    Play Episode Listen Later Aug 10, 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 today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #termsandconditions

    Selling in a Recession #10 -  Oust Your Competition

    Play Episode Listen Later Aug 4, 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 hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #competitor #competition

    Selling in a Recession #9 -  Reactivate Old Clients

    Play Episode Listen Later Aug 3, 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 hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #prospecting

    Selling in a Recession #8 - Receptive Decision Makers

    Play Episode Listen Later Aug 2, 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 hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #decisionmakers

    Selling in a Recession #7 -  Help Struggling Clients

    Play Episode Listen Later Aug 2, 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 hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #helpingclients

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