Victor Antonio had a poor upbringing from one of the roughest areas of Chicago, but that didn't stop him from earning a B.S. in Electrical Engineering, an MBA, building a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company.

Resources

  • Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

 

3 Value Bombs

  1. If you understand the why to how people buy, then you can sell a lot more effectively.
  2. Your ability to ask the right questions, your ability to guide the conversation through the right questions and then become aware of their problems, is key to your success in selling.
  3. The best way to sell is to raise objections throughout the presentation, you block them and reduce that buyer's resistance.

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Finding The Why In How People Buy with Victor Antonio

3:54 Victor talks about how a beer and a piece of meat in his belly were completely satisfying until he discovered he missed out on a $50,000 commission!

7:25 If you understand the why to how people buy, then you can sell a lot more effectively.

8:00 Are you focused on selling or helping?

9:00 Once you learn the right skills, your ability to make more money will increase exponentially.

9:20  Your ability to ask the right questions, your ability to guide the conversation through the right questions and then become aware of their problems, is key to your success in selling.

9:45 The average sales person practices what to say, the best of the best sales people practice what to ask.

  • Too many sales professionals are practicing their “power point” instead of the questions they need to ask.

12:27 Sales people have to do things different during times of economic contraction. During these times, your shortcomings as a sales professional are only going to be magnified.

13:14 Learning to pivot during difficult times is critical for sales professionals today.

  • Warren Buffet says when the tide goes out, that’s when you will see people swimming naked – referring to their financial unpreparedness. So it is true of sales people, many of them are unprepared and slow to pivot.

14:03 How has selling changed in the past 5, 10 even 15 years.

  • Before the internet the sales person was the many source of education.
  • The relationship is the result of your ability to help people
  • People today don’t buy from people they like, they buy from people who they trust will get them results. .
  • Become the trusted authority, land the business and your customer will never leave you.

17:17 The whole ABC aspect of selling is dead.

  • Customers today have information readily available with their smart devices and they will not be bullied.
  • Net Promoter Scores. Customer Satisfaction Scores – these are tools that will impact you today when you pressure people. This can lead to buyer remorse and people talking badly about you.

17:52 How selling has changed

  • Victor believes we have reached the “equality of quality” – meaning every product is the same almost every service is the same. So the real differentiating factor in today’s market is the sales person.. How you format, clarify and explain.
  • The quality of your questions will determine your success in selling.
  • Move past surface questions and learn how to dig deeper by increasing your questioning ability.
  • Learning these skill can help you make hundreds of thousands of dollars a year even as a W2 or 1099 sales person.
  • Challenger Sales – The customer isn’t always right.

21:24 What are your thoughts on Closing? Pressure vs. Persuasion?

  • Nobody likes to be hard closed
  • In B2B selling the number of decision makers keeps increasing, so there’s no ABC selling today. If it’s a low value sale, you can ABC sell. But as the sales process becomes more complex and larger, ABC doesn’t work.
  • Studies have shown that sales people who have been trained on closing techniques, their sales results actually go down.
  • You don’t need 101 closes today. Just practice 1 good close.
  • If you know the right questions to ask, you can work your way towards “sticking the landing” on the close.
  • You don’t have to close hard if you know where you are going.
  • Learn how to ask commitment questions and you never have to close at all. Your customers will close themselves.
  • Sales people shouldn’t close people who just shouldn’t be closed.

25:24 The best way to sell is to raise objections throughout the presentation, you block them and reduce that buyer's resistance.

  • Blocking objections vs. overcoming them.
  • If your prospect verbalizes something, they are going to stick with their position.
  • If the customer says “that’s too expensive” or “that’s too complicated”, they’ve now voiced an opinion and taken a position, and now you as a sales person are on your heels and you have to try to overcome that.
  • It’s more about Objection Prevention than Objection Handling.

28:11 Virtually Selling Vs. Remote Selling

  • Victor came up with a phrase called “Frame Casting.”
  • Step number 1 in the new way of selling is control the frame – what people are looking at.
  • Reading body language can be a little more challenging because only part of the body is in the “frame.” You need to use your ears more too.
  • The ability to use new technology fluently can also help you.

30:20 Are sales people becoming obsolete with the onset of new technologies?

  • A confused mind will never make a decision.
  • Victor tells an interesting story about a drone sales person.
  • BANT selling is much less effective in 2020 and beyond. It can still work in certain situations, but you have to be selective in how you use it.

37:52 To be successful in selling moving forward, what is some final advice you can give to our listeners?

  • The Universal Sales Formula
    • Empathy
    • Education – ask the right questions, offer insight that they have never thought about before
    • Empower
    • Showing empathy and that you are really there to help them, will completely set you apart from your competition.

Killer Resources

  1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
  2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

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