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Article – Nod Your Way to More Information
Victor Antonio, Sales InfluenceAny salesperson will tell you that in order to increase your chances of getting the sale you have to know everything about the sale and what’s going in the background....
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(Influence) Book Review: Why We Make Mistakes by Joseph Hallinan (2009)
Victor Antonio, Sales InfluenceDid you know that human error Is responsible for 70% plane crashes, 90% car wrecks, 90% workplace accidents. Did you also know that right-handed people have a propensity...
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Book Preview: Sell the Pain, Not the Gain
The idea that people are motivated more by loss than gain is critical in understanding how clients make buying decisions. Here are three simple rules to remember: Rule 1: Loss equals pain, gain equals...
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How Reward Substitution Can Help You Stay on Task
I’m a Dr. Dan Ariely fan and this video is another reason why I admire his work. He is a behavioral economist and author of ‘Predictably Irrational’ and his new book, “The Upside of Irrationality” is...
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Sales Influence Moment #47 – Confirmation a Buyer’s Priorities before Presenting
by Victor Antonio It’s always good form in selling to confirm a buyer’s priorities (i.e., needs versus wants) before you launch into your dog-and-pony presentation. When we don’t confirm priorities...
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Response Block Selling – Blocking Objections Part 2
Sales Training Course on “Response Block Selling: A New Approach for Lowering Buyer Resistance and Selling More”. This program will literally change how you present your product or service to a...
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NSN Sales Motivation Moment: Ya Gotta Ask!
by Victor Antonio Enjoy this brief clip from the National Sales Network (NSN) event that took place this past Saturday…enjoy!
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