Sales Influence - Why People Buy!

By Victor Antonio

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I came from the world of selling as an account manager and moved up the ranks to Director of Sales, then VP of International Sales and eventually President of Sales and Marketing. I know what it takes to sell and how to manage and motivate your sales team. I didn't read a book on selling; I LIVED IT! Selling has become tougher! It isn't what it use to be! Show up, do the dog-and-pony and close the deal! Not any more! Today's buyer has changed given the access to more information. Which means that buyers are more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How Clients Buy"! Using the latest studies in consumer behavior and neuromarketing, you'll learn new ways to sell more effectively!

Episode Date
#215 - 2 Types of Presenters

There are two types of presenters and one of them is worth listening to more than than the other.  Find out which on this episode of the Sales Influence Podcast with Victor Antonio.

Jun 07, 2019
#214-The Golden Triangle

Simon Sinek has the Golden Circle, here I introduce the Golden Triangle in this episode of the Sales Influence Podcast.

Jun 05, 2019
#213-Three Buying Modes

Every customer is in one of three states or modes when buying.  Find out more on this Sales Influence Podcast with Victor Antonio.

Jun 04, 2019
#212-Guarantee Your Results

In this Sales Influence Podcast, I talk about how to guarantee your results.  A good attitude doesn't guarantee good results.  But good results guarantee a good attitude.

Jun 02, 2019
#211-Greatest Management Principle

What is the Greatest Management Principle in business?  Find out on this episode of the Sales Influence Podcast with Victor Antonio.

Jun 01, 2019
#210 - Guiding Customers

Customers don't want to be told what to do, so you need to guide them.  How?  Find out in this episode of the Sales Influence Podcast with Victor Antonio.

May 19, 2019
#209 - The Golden Bookshelf

The best books can help you find or do what you're trying to accomplish.  What books do you have on your shelf?  A discussion with Victor Antonio on this episode of the Sales Influence Podcast.

May 16, 2019
#208 - Commission vs Quota

Which compensation plan is better and how should you structure a plan in this episode of the Sales influence Podcast with Victor Antonio.

May 15, 2019
#207-Channel Switching

Find out how channel switching can decrease customer loyalty on this episode of the Sales Influence podcast with Victor Antonio

May 13, 2019
#206 - Biasing a Question

How you ask a question will determine the quality of the answer you'll get.  Learn how in this Sales Influence Podcast with Victor Antonio.

May 02, 2019
#205 - Flipping the Duck

When it comes to understanding the customer's turbulence, you have to flip the duck to find out what's holding them back from making a buying decision.   Find out more in this Sales Influence Podcast with Victor Antonio.

Apr 29, 2019
#204 - What Drives Client Loyalty

Find out what drives customer loyalty in this sales influence podcast with Victor Antonio.  

Apr 29, 2019
#203 - Money Buys Options

Money many guarantee you happiness, but it does guarantee options.  Find out more on this sales influence podcast with Victor Antonio.

Apr 28, 2019
#202 - Make More Money

Let's talk about money in this sales influence podcast with Victor Antonio

Apr 27, 2019
#201 - Magic 'Why' Question

Want to get to the heart of the matter when talking with a client.  Learn how in this Sales Influence Podcast with Victor Antonio

Apr 26, 2019
#200 - LOWER Your Goals

Lower your goals to achieve your goals?  How? Listen in to this week's sales influence podcast with victor antonio

Apr 19, 2019
#199 - Get Customers Cheap

Get Customers Cheap on the this episode of the Sales Influence podcast with Victor Antonio

Apr 08, 2019
#198 - What Customers Want to Hear

There are 3 things customers want to hear from a salesperson.  Find out what it is in this episode of the Sales Influence Podcast with Victor Antonio.

Apr 06, 2019
#197 - Frictionless Buying Experience

Creating a frictionless buying experience is what all customers want.  Find out how in this episode of the Sales Influence Podcast with Victor Antonio.

Apr 04, 2019
#196 - Don't Be an UNpaid Consultant

Have you ever been in a situation where clients milk you for all your content and expertise only to buy from someone else?  If so, you'll want to listen in to this Sales Influence podcast with International Sales trainer Victor Antonio.

Mar 26, 2019
#195 - Client says, I'm Not Ready to Commit

What to say and do when a Client says, I'm Not Ready to Commit in this week's sales influence podcast with Victor Antonio.

Mar 21, 2019
#194 - Biggest Sale You'll Ever Make

What is the biggest sale you'll ever make?  Find out in this episode of the Sales Influence Podcast with Victor Antonio.  #salestraining

Mar 19, 2019
#193 - Negative Buying Signals

Being able to sell effectively requires the ability to know when the client isn't going to buy.  How do you know?  Study their negative buying signals in the episode of the Sales Influence podcast with host Victor Antonio.

Mar 18, 2019
#192 - Courage to say 'No'

How saying no will help you get to your goals faster n this episode of the Sales Influence podcast with Victor Antonio.

Mar 18, 2019
#191 - POD People

Who are P.O.D. people?  You probably know a few of them!  Listen in on how POD people can impact your life on this episode of the Sales Influence Podcast with Victor Antonio.

Mar 15, 2019
#190 - Listen With Your Eyes

Being able to read another person or client can be easier if you learn to listen with your eyes; more on this episode on the Sales Influence Podcast with Victor Antonio

Mar 11, 2019
#189 - Buying Bullies

When talking to a client, let talk about how to detect when someone is trying to verbally bully in this episode of the Sales Influence Podcast with Victor Antonio

Mar 06, 2019
#188 - Know Your Numbers Redux

In this Sales Influence podcast I revisit the old adage, "You have to know your numbers" in order to sell more effectively.

Mar 04, 2019
#187 - Bond, Break and Build

To connect with others, you need to Bond, Break and Build in this episode of the Sales Influence podcast.

Feb 20, 2019
#186 - Coaching with SPEED

Here's a simple method for coaching your salespeople to success on this Sales Influence Podcast with Victor Antonio

Feb 18, 2019
#185 - GROW Your Sales Coaching

Find out a simple way to coach your top salespeople to success in this episode of the Sales Influence Podcast with Victor Antonio.

Feb 07, 2019
#184 - Relationship Selling Isn't Enough

We live in a world where a great relationship isn't enough to close the deal.  Here's why on the Sales Influence Podcast with Victor Antonio.

Feb 06, 2019
#183 - B2B Meeting Tips

Here are some meeting tips when meeting with decision makers on this episode of the Sales Influence Podcast with Victor Antonio.

Feb 03, 2019
INTERVIEW - Mastering the Sales Presentation with Steve Benson

In this interview, Steve Benson of Outside Sales Talk and CEO/Founder of Badger Maps speaks with Sales Expert Victor Antonio on how to master your sales presentation.

Feb 01, 2019
#182 - 10 Sales Best Practices - Sales Influence Podcast

Here are 10 things the best of the best do in selling on this episode of the Sales Influence Podcast with Victor Antonio.

Jan 31, 2019
#181 - Best Time to Call

What is the best day to call a prospect?  What's the best time?  See what the data is telling us in this Sales Influence Podcast with Victor Antonio

Jan 20, 2019
#180 - 3 Sales Success Factors

When it comes to being successful at selling, and making a great living, there are only 3 factors that really matter.  Find out more on this Sales Influence Podcast with Victor Antonio

Jan 19, 2019
#179 - When You Don't Have an Answer

What do you do when a client asks a question you don't know the answers to?  Find out on this sales influence podcast.

Jan 19, 2019
SPECIAL - AI in Sales Forecasting

How accurate can sales forecast be?  How can you predict how much you'll sell more accurately?  Answer in this special episode of AI in Sales with Victor Antonio

Dec 18, 2018
#178 - INTERVIEW with Will Barron and Victor Antonio

Does B2B selling have to be complex?  Can we simplify the process of selling?  The answer to these questions in this interview with Will Barron and Victor Antonio on the Salesman Red Podcast.

Dec 13, 2018
#177 - Find Your Pain

In order to stay motivated, you need a big enough reason why you're doing what you're doing.  More on this in this episode of the Sales Influence Podcast with sales trainer and speaker Victor Antonio.

Dec 12, 2018
#176 - Inbound Selling in 5 Steps

Find out about Inbound Selling in 5 Steps in this episode of the Sales influence Podcast with Victor Antonio

Dec 11, 2018
#175 - Watch Your Sales Language

What you say matters.  How you say it matters even more.  Sales Influence Podcast with Victor Antonio

Dec 10, 2018
#174 - Acres of Sales Diamonds

Sometimes the opportunity for selling are all around us, we just don't see them.  Find out why in this Sales Influence episode with Victor Antonio.

Nov 30, 2018
#173 - My Sales Turning Point

My sales turning point in this Sales Influence Podcast with Victor Antonio.

Nov 27, 2018
#172 - They Don't Want Advice

They Don't Want Advice on the Sales Influence Podcast with Victor Antonio

Nov 24, 2018
#171 - Getting a Time Commitment

Getting a Time Commitment on the Sales Influence Podcast for salespeople with Victor Antonio

Nov 24, 2018
#170 - Brand Called YOU

Learn how to brand yourself through your actions in this sales influence podcast with Victor Antonio.

Sep 25, 2018
#169 - Script or No Script

Should you use a script or not?  Let's find out in this sales influence podcast.

Sep 22, 2018
#168 - When Buyers Aren't Buying YOU!

How do you get a buyer to buy into what you're saying and selling so you're able to close more deals?  Find out in this Sales Influence Podcast with Victor Antonio. 

Sep 07, 2018
#167 - Top Three Sales Objections

Overcoming these objections will increase your close rate.

Aug 29, 2018
#166 - Being Customer Centric

Learning to really see things from the customer's point of view will help you understand how to position your message.  Is there a sense of urgency?  Is it the right product or service fit?

Aug 21, 2018
#165 - Cold Calling Metrics

Cold calling is both an art and a science.  To be effective, you have to be able to measure what's working and what's not.  Victor Antonio

Aug 05, 2018
Interview - Making the Complex Simple

In this podcast, I'm interviewed by Chris Hatfield on the "Not Another Sales Podcast" podcast where we get into the topic of simplifying the complex.

Jul 05, 2018
#162-Selling High-Priced Products

The challenge in today's sales environment is being able to demonstrate differentiation and added value for a more expensive product.  In this podcast, I'll give you some suggestions.

Jul 04, 2018
#161-Selling Using Case Studies

Selling a customer with use case studies makes closing a deal easier by showing how they'll get a good ROI.

Jul 01, 2018
#160 - Be Fearless When Selling

In selling, you have to be fearless in all aspects of selling.  Never be afraid of asking for the order.  Here's how...

Jun 29, 2018
#159 - Biggest Reason Salespeople Fail

Why do salespeople fail?  Here's why and what you can do to avoid failure.

Jun 28, 2018
#158 - Dark Days of Selling

In selling, there will always be those days when you simply can't get anything right.  The question is, "How can you change that?"  Find out in this week's podcast.

Jun 27, 2018
#157 - Quantify Your Sales Goals

Quantify your sales goal by figuring out how you'll hit your number.  Here's how...  

Jun 26, 2018
#156 - Why are You in Sales?

Having a defined goal, a great reason to be in sales is a powerful way to stay motivated when selling.

May 12, 2018
#155 - You Can't Afford It

Judging a book by its cover is never a good idea and neither is judging a customer by the way they dress.  In this sales influence podcast I share with you an actual experience that probably costs the salesperson a good commission.

Apr 29, 2018
Unleashing Sales Growth Through Science - Gabe Larsen,

Salespeople can sell more by incorporating data science and technology into the way they actually sell. Data science offers reliable answers to the questions salespeople ask most often, such as: Where should I focus my time? Who should I sell to? What actions should I take? Data science can do this because it is able to weigh thousands of attributes that make up an ideal prospect or next best action in a way that the human brain simply cannot. Reps need this superpower incorporated into the way they work both in and out of the CRM.  Guest: Gabe Larsen, VP at

Apr 27, 2018
#154 - Don't Let Objections into the Conversation

We've been taught to handle objections but we're rarely taught how to preempt them and what we need to do to make sure they don't hurt our ability to close the sale.  Find out why and how in this podcast.  Victor Antonio.

Apr 27, 2018
#153 - Sales Mental Toughness

When you're in selling, having the right skill sets are only part of the tools needed to succeed.  Being able to stay mentally tough when things go wrong....matters!

Apr 17, 2018
#152 - 3 Keys To Selling - Sales Influence Podcast

In business and selling, there are always ways to position your product (or service) and your value. Here are three ways that you can do it.

Apr 17, 2018
#151 - 3 Big Whys In Selling

When selling you want to be able to ask these 3 big whys to be able to control and guide the conversation.  Host Victor Antonio on the Sales Influence Podcast

Apr 16, 2018
#150 - Blocking Price Objections

Never wait for a client to raise an objection; learn to block the objection.  In this episode, you'll learn how Blocking price objection should be done the right way as to minimize buyer resistance.

Apr 02, 2018
#149 - The Secretary Power Play

When a call comes in to speak to a rep and the secretary answers, here's who they should respond to help out the rep on this episode of the Sales Influence Podcast.

Mar 23, 2018
#148 - Like Mindedness Equals Trust

In this sales influence podcast I'll show you how sharing the client's point of view will increase your trust factor.

Mar 23, 2018
#147 - Stop Talking - I Got It

 Stop Talking - I Got It

Mar 01, 2018
#146 - Automation In 7 Steps - Sales Influence Podcast

Automation In 7 Steps - Sales Influence Podcast with Victor Antonio

Mar 01, 2018
#145 - Will Artificial Intelligence Replace Salespeople?

The question everyone is asking is, "How will AI impact salespeople?"  I answer this question succinctly in this podcast.  Victor Antonio

Feb 26, 2018
#143 - Social Media Sales Marketing

Using social media to sell more. Victor Antonio

Feb 22, 2018
#142 - 7 Steps To Guiding A Client

Seven steps toward guiding a client - Sales Influence Podcast #SIP

Feb 15, 2018
#141 - Sales Training Outline

Sales Training Outline on the Sales Influence Podcast.

Feb 15, 2018
#140 - Zero Moment of Truth

Branding and connecting in this episode  - Sales Influence Podcast #SIP

Feb 13, 2018
#139 - Dynamic Sales Coaching

How to coach!

Feb 13, 2018
#138 - Emotional Questions that Connect

In this podcast we look at how to ask questions to connect with the client, not only on a business level, but on an emotional level to understand what is driving their priorities.

Jan 14, 2018
#137 - BANT Method

BANT stands for Budget, Authority, Need and Timing; a good model to keep in mind when speaking with a client with Victor Antonio

Jan 13, 2018
#136 - Quantifying Values Using Norms

Learn how to use norms, averages and metrics to sell the value of your product or service with Victor Antonio.

Jan 13, 2018
#135 - Ask For The Order - Sales Influence Podcast #SIP

Most salespeople have a meeting, do a presentation and never ask for the order.  Here's why...

Jan 07, 2018
#134 - Selling to Wealthy Clients - Sales Influence Podcast #SIP

Selling to Wealthy clients is never easy especially if they believe they know more than you.  Find out how you position yourself as someone worth listening to.

Jan 07, 2018
#133 - Authentic People Sell More

Sales Influence Podcast with Victor Antonio

Dec 20, 2017
#132 - What s Your Budget

Sales Influence Podcast with Victor Antonio

Dec 17, 2017
#131 - Dealing With Rejection

Sales Influence Podcast with Victor Antonio

Dec 16, 2017
#130 - Stop Selling It Cheap

Sales Influence Podcast with Victor Antonio

Dec 15, 2017
#129 - Selling Financing To Salespeople - Sales Influence Podcast #SIP

Sales influence Podcast with Victor Antonio

Dec 06, 2017
#128 - Selling Marketing Services - SIP

Sales Influence Podcast with Victor Antonio

Dec 05, 2017
#127 - Selling a Commodity Thru Channels

Sales Influence Podcast with Victor Antonio

Dec 04, 2017
#126 - Bridge The Value Gap - #SIP

Sales Influence podcast with Victor Antonio

Dec 02, 2017
#125 - Best Buy's Lost Sale - #SIP

Sales Influence Podcast with Victor Antonio

Dec 01, 2017
#124 - The Niche Is Rich - #SIP

Sales Influence Podcast with Victor Antonio

Nov 27, 2017
#123 - Selling With No Experience - #SIP

Sales Influence Podcast with Victor Antonio

Nov 27, 2017
#122 - Selling Security Systems - SIP
Nov 23, 2017
#121 - Bidding On Price Alone
Nov 23, 2017
#120 - Put Yourself in the Client's Pajamas

Selling effectively requires you to put yourself in the client's shoes or in this case, pajamas.  In this episode, I help a sleep expert sell more beds.

Oct 21, 2017
#119 - Selling Beer Ain't Easy

In this episode, I answer three inquiries from my subscribers.  The first one is on selling beer!  Great topic!  

Oct 21, 2017
#118 - Sell to the Unstated Needs (B2B)

In this episode I tackle a tough B2B Sales Channel question.  Check it out.

Oct 16, 2017
#117 - Uber Your Sales

How can you sell more?  Well, let's dig deep into how Uber became such a huge business.

Oct 16, 2017
#116 - 7 Sales Guiding Principles

To be the best, you have to do what the best salespeople do.  Here are 7 ways to get good at selling.

Oct 16, 2017
#115 - That's All I Can Pay

What do you say when a client says, "That's all I can pay"?  Do you discount pricing?  Or, is there a better alternative!

Aug 28, 2017
#114 - Never Aim for Perfection

Go inside the head of Victor Antonio and find out his philosophy on selling and life in this Sales Influence Podcast.

Aug 25, 2017
#113 - Using Bad Language

Using bad language can prompt clients to ask for a discount.  Here are some words to avoid in this Sales Influence Podcast.

Aug 25, 2017
#112 - Time Management 4 Top Performers

How do the best sales performers balance their time?  Find out in this Sales Influence Podcast.

Aug 25, 2017
#111 - Sales Enablement Gone Wrong

Getting sales and marketing to work together isn't easy.  What do salespeople have to know and managers have to do to make selling more effective?  Find out in this Sales Influence podcast.

Aug 17, 2017
#110 - 3 Ways To Connect with Clients

How do you connect with clients?  How can you build trust more effectively?  Find out in this Sales Influence Podcast.

Aug 17, 2017
#109 - I Need to Do More Research

How many times has a client said to you, "I need to do more research?"  Probably too many times.  In this podcast we address this objection.

Aug 17, 2017
#108 - Don't Punish Your Salespeople

How do you deal with non-performing salespeople?  Should you punish them?  If not, what should you do?

Aug 14, 2017
#107 - Build Your Sales Confidence

How can you build your sales confidence?  How can you sell more without discounting your price?  Do you REALLY know your product's value? Find out in this Sales Influence Podcast.

Aug 10, 2017
#106 - Why Prospects Don't Call Back

Why don't prospects call back?  What can you do to get your calls returned?  It's this simple on this Sales Influence Podcast!

Aug 08, 2017
#105 - Close the Sale There!

Shortening the sales cycle and getting client commitment requires that you accelerate the sale or else risk the sales dying on the vines.

Jul 26, 2017
#104 - The EASY Sale

Selling is about getting the client to say yes with minimal effort.  To sell more requires that you take advantage of the easy sales.

Jul 26, 2017
#103 - Preparing Your Champion

Getting someone to believe in your product or service is NOT enough.  You have to prepare them to fight for you when you're not there.

Jul 26, 2017
#102 - Cruising Into The Close

Learn how to put yourself into the client's position.  See things from their point of view in order to CLOSE more effectively.

Jul 20, 2017
#101 - 12 Month Sales Challenge

How can you improve?  How can you get better at selling?  What specific thing can you do to be more effective?  Find out in this Sales Influence Podcast.

Jul 20, 2017
#100 - What is Your Time Worth?

What is Your Time Worth?  Do you know how to calculate your hourly value?  In this Sales Podcast you'll learn how much a lunch is really costing you.

Jul 15, 2017
#099 - Cold Calling Numbers

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 number.

Jul 13, 2017
#098 - Qualifying at Tradeshows

If you attend tradeshows and what to find out how to qualify sales leads, this is the podcast for you!

Jul 08, 2017
#097 - Don't Lose Your Ass

What happens when you listen to other people?  How does it impact you?  Find out in this sales influence podcast.

Jul 05, 2017
#096 - Close On The Presentation - Sales Influence Podcast #SIP

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!

Jun 27, 2017
#095 - Afraid to Cold Call?

Afraid to make the cold call?  Don't understand why you won't call?

Jun 26, 2017
#094 - Hiring the Right Salesperson

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!

Jun 24, 2017
#093 - Starting a Conversation

How do you start a sales conversation?  How do you keep it going?  The best salespeople know how to build rapport through great conversation.

Jun 19, 2017
#092 - Simplest Sales Tactic

How can you close more deals?  In this Sales Influence podcast, I reveal ONE simple strategy you can use to close more sales!

Jun 14, 2017
#091-Sales Compensation Matters

How can you keep your team motivated?  Should you design a compensation plan to motivate them?  Find out on this Sales Influence Podcast.  

Jun 14, 2017
#090 - The Profit Center

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.

Jun 10, 2017
LIVE - How to Sell

Learn how to sell to business, consumers, and homeowners using 3 simple sales models.

Jun 09, 2017
#089 - Corner Your Client

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 this Sales Influence Podcast.

Jun 09, 2017
#088 - Are Salespeople Born or Made?

Are salespeople born (nature) or are they made (nurture)?  What percentage are natural salespeople?  Find out in this Sales Influence Podcast.

Jun 07, 2017
#087 - When to Walk Away

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.

Jun 03, 2017
#086 - How to Follow UP

When is a good time to follow up?  What's the best way to follow up?  Find out on this Sales Influence Podcast! 

Jun 03, 2017
#085 - We'll Get Back to You

We all hate when a client says, "We'll get back to you."  Here's how you handle that situation.

May 28, 2017
#084 - Predictable Prospecting System

If you need to acquire or prospect for new sales leads, use this predictable prospecting system to get started.

May 24, 2017
#083 - Ask Permission or Not?

When you cold call someone and manage to get them on the phone, should you ask them for permission to speak or not?

May 18, 2017
#082 - 3 Key Qualifying Questions

Here's Grant Cardone's take on asking qualifying questions to see where the prospect stands.

May 15, 2017
#081 - Kill the Sacred Cow

In order to grow, we have to let go or KILL our dependency on that which holds us back.

May 15, 2017
#080 - Trust = Sales Speed

Gaining a client's trust is key when it comes to selling faster!

May 09, 2017
#079 - Qualify and Close the Sale

Most salespeople wait til the end to attempt to close a sale.  There's a BETTER way!

May 06, 2017
#078 - Focus on How, Not What

In this sales influence podcast we focus on the importance of talking about HOW, not just the WHAT!

Apr 27, 2017
#077 - 5 Ways to Quantify Value

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 are five ways to do that!

Apr 24, 2017
#076 - Bad Sales Approach!

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 learn from it.

Apr 20, 2017
#075 - 3 Elements of a Great Story

Here are three elements to develop a compelling story and reason for people or customers to listen to you.

Apr 17, 2017
#074 - Network Marketing Recruiting

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 dreamkillers.

Apr 12, 2017
#073 - When Clients Leave

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 complicated than that.

Apr 11, 2017
#072 - When to Walk Away

sales training selling podcast victor antonio

Apr 10, 2017
#071 - The R.I.T.E. Presentation

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.

Apr 07, 2017
#070 - Selling the Switchover

sales training, sales influence, selling, sales tips

Apr 06, 2017
#069 - How Much is It?

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 this question?  What should you say? What should you do?  To be effective at selling, here are some sales tips.

Apr 05, 2017
#068 - Bad, Bad Closer

Here's an example of a salesperson who doesn't know how to close and a company who failed to train them properly.

Apr 04, 2017
#067 - Changing Compensation Plans

One of the worse things you can do to a productive salesperson is changing their compensation plan ESPECIALLY when they keep exceeding quota.

Apr 02, 2017
#066 - Disadvantage of Youth in Sales

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 podcast to find out.  

Apr 02, 2017
#065 - Scaling Your Business 3/3

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 potential per market segment?  What about verticals?

Mar 30, 2017
#064 - Scaling Your Business 2/3

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 potential per market segment?  What about verticals?

Mar 27, 2017
#063 - Scaling Your Business 1/3

In this 3 part series, I'm going to show you how to scale/grow your B2B company by using distribution channels.

Mar 25, 2017
#062 - Take Control, Don't Be Helpless

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. 

Mar 23, 2017
#061 - Victor Unplugged

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.

Mar 21, 2017
#060 - Making the Shortlist

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 on how buyers go about choosing a vendor.

Mar 20, 2017
#059 - A Noble Profession

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.

Mar 18, 2017
#058 - How to Set Pricing

How to Set Your Price for your product or service in the market using the Gabor-Granger Pricing Model. (sales, sales tips, sales training)

Mar 15, 2017
#057 - Overwhelming Clients = No Decision

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!

Mar 13, 2017
#056 - Sales Velocity

In this podcast I define how to measure and achieve sales velocity by monitoring and improving on 4 levers or KPIs.

Mar 11, 2017
#055 - Why We Make Bad Choices

We have to ways of processing information; the reflective and reflexive brain.  Each operates differently and understanding how this influences the decision-making proceseses are made is important.

Mar 08, 2017
#054 - Building Trust

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!

Mar 06, 2017
#053 - 7 Traits of a Sales Leader

Here are 7 things every great sales leader or manager should do if they wish to command the respect of their salespeople.

Mar 04, 2017
#052 - More Time to Sell More

I'm going to show you two strategies that will give you time to sell more and hit your quota.

Mar 01, 2017
#051 - The New Sales Imperative

In this podcast I review an article in the Harvard Business Review title The New Sales Imperative from the CEB; organization responsible for books like The Challenger Sale and the Challenger customer.  Here's the link to the article:

Feb 28, 2017
#050 - Know Your Numbers

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 appointments are garnering a sale?  Why is this important?  Listen to today's podcast to find out.

Feb 27, 2017
#049 - Number 1 Sales Mistake

The number one mistake in selling is not doing....  This sales podcast will highlight what every salesperson needs to be doing during a sales conversation and HOW to do it.

Feb 27, 2017
#048 - Stop Managing Your Salespeople

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 comes to running a salesforce effectively.

Feb 23, 2017
#047 - 90 Day Sales Mindset

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 sell your product or service.  Understand what you can do to keep selling with purpose and focus.

Feb 18, 2017
#046 - Small Business Sales Problem

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 we clarified them, it was easy to teach them how to sell.

Feb 17, 2017
#045 - Five Things to Look for in a Company

What Salespeople Need to be Successful is a company that offers FIVE key things that will help them sell more effectively.

Feb 16, 2017
#044 - Two Modes of Thinking

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 happens when you're in a bad mood and you try to make decisions concerning your future?  Your decision-making process is affected by the mood you're in.  So the question is, how do you break out of it?!

Feb 14, 2017
#043 - Why You Should Be In Sales

Here's a quick story on how I got into sales, four things you need to know about sales and having a sales eq!

Feb 09, 2017
#042 - Social Media Sales Funnel

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 to your website.  Learn why you should generate content to generate leads.

Feb 07, 2017
#041 - Get Rid of Low Profit Clients

Get rid of clients who are not helping you be profitable by unbundling services and creating tiered pricing.

Feb 01, 2017
#040 - Five Elements of a Winning Presentation

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 before doing a presentation?  All these questions are answered in this week's podcast.

Jan 27, 2017
#039 - Should You Be in Sales?

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 we're really cut out for this profession. This podcast will help you clarify some doubts you may be having.

Jan 25, 2017
#038 - Stop Conditioned Discounting

How to deal with clients who always want discounts.

Jan 17, 2017
#037 - Pricing Concerns Changes over Time

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 customer's attention is more on the solution.  In the final phase of the presentation, the concern for price reemerges but with a different twist.

Jan 11, 2017
#036 - The Best Sales Style

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 even persuading them into make a buying decision. They’re great talkers and great closers. Introverts on the other hand are too timid, don’t speak up much and they let the client control the conversation. They’re great listeners but not great closers.  Introverts are good at listening and but fall short on communicating value to client. Extroverts are engaging and communicate value but fall short on listening skills. Ambiverts apparently have the best of both extremes.

Jan 09, 2017
#035 - SPIN Selling

Written by Neil Rackham in 1987, SPIN Selling still stands as one of the great sales books on how to uncover pain points.

Jan 06, 2017
#034 - Retail Sales Influence

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 rules of influence would Robert Cialdini use?

Jan 04, 2017
#033 - Sell 48% More


PERSONALIZING A SALES PROCESS FOR YOUR BUSINESS: Studies have shown that the most consistent salespeople are these who use a sales process. Here are three compelling reasons whey having a sales process matters:

  1. Having an established sales process of what needs to happen to advance the sale allows the salesperson to be prepared 
  1. When the sales process isn’t working the salesperson is able to analyze, adjust or tweak a specific step in the process to get it back on track. Not having a sales process makes it difficult for the salesperson to know what isn’t working. You can’t fix what you can’t measure
  1. Training new salespeople and getting them up to speed becomes easier when a process is already in place


Jan 02, 2017
#032 - 3 Ways to Block Your Competition

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 company have been asked to come in and discuss your proposal.  You've been selected to go first.  What do you say and do knowing your competitor may bad-mouth you?  Here are 3 strategies you can use.  

Dec 19, 2016
#031 - Get Clients to Like You

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 Influence podcast we look at Albert Mehrabian's "Liking Formula".

Dec 13, 2016
#030 - Case Study - Selling Solar Panels

Selling technology products into the international markets can be tricky. In this podcast I help someone figure out how to sell solar panel products internationally.

Dec 05, 2016
#029 - 4 Keys to Selling Value Service

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 sales influence podcast I'll tell you how you can win more deals on Value.

Dec 02, 2016
#028 - Why Clients Need More Information

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 seek out more information?  In this podcast I introduce the concept of Information Asymmetry and why it causes clients to delay making a buying decision.

Nov 29, 2016
#027 - Shut Up and Sell More

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 when speaking with a client.

Nov 25, 2016
#026 - Change YOUR Sales Behavior

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 people to give you 2 ideas on what you can do going 'forward' to change or improve on that behavior.

Nov 21, 2016
#025 - Voter & Seller Preference

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 a strategy to uncover a true buyer's preference.

Nov 09, 2016
#024 - Selling Today: Interview with Victor Antonio

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 radio interview with sales expert Victor Antonio

Nov 08, 2016
#023 - What Do You Do?

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 how to use it to qualify clients who are worth following up on.

Nov 01, 2016
#022 - 7 Ways to Avoid Discounting

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 price.

Oct 25, 2016
#021 - Increase Your Average Order Size

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 can a) block that objection b) increase your average order size and c) do so without lowering our price.

Oct 21, 2016
#020 - Train Your Salespeople to Think

Every manager has to learn how to condition their salespeople to think for themselves instead of always solving the problem for them.  In this podcast learn a simple trick, and why it works, on how to get salespeople to stop depending on you and depend on themselves.

Oct 17, 2016
#019 - Don't Psyche Yourself Out

Don't psyche yourself out as a salesperson by Committing the Fundamental Attribution Error.  Too often we assume something about our customer or client that really isn't true.  In so doing, we question our own ability to sell and end up ruining the sale.  In this podcast I'll show you what you need to do to stay mentally in the game.

Oct 13, 2016
#018 - Getting Clients to CHANGE their Minds

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 persuade a customer who has already formed preferences is to destabilize them.  In this podcast I'll show you THREE (3) Destabilization Strategies.

Oct 10, 2016
#017 - Avoid Sales Burnout!

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 that you just can't do it anymore.  Adam Grant in his book Give and Take provides some ideas on how to avoid being overstressed and not motivated.  

Sep 29, 2016
#016 - Black Box of Selling

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.  Taking time to reflect on why we won the deal, speaking with support people and eventually talking to the buying client, will allow salespeople to know WHY and HOW they won the sale so they can repeat it again.

Sep 27, 2016
#015 - Sales Excellence (Special)

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 recording, Victor Antonio will walk you through the mindset, skill set and tool sets you'll need to be the best of the best in sales.

Sep 24, 2016
#014 - Sell Like a Squirrel

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 can imbue our salespeople with that same focus and determination, imagine what they could do!  Well, I did that!  I made my salesperson sell like a squirrel and the results were...well,..listen to the podcast.

Sep 22, 2016
#013 - Brain Pain = More Sales

In this episode we look at how the brain works, more specifically the reptillian brain.  We talk about Fight, Flight and more importantly Freeze; when clients can't decide. You also get an example of creating brain pain to increase your close rate.

Sep 17, 2016
#012 - Cost of LOSING Clients

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) and Lifetime Value of a Customer (LVC).

Sep 15, 2016
#011 - STOP Competitors from Bad Mouthing You!

 STOP Competition from Bad Mouthing You by learning how use the inoculation theory, not to persuade others, but to stop others (your competitors) from persuading your client.  This simple strategy is high effective in a B2B environment.  For more info to go

Sep 11, 2016
#010 - "Your Price is Too High" Objection

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 desconstruct his response to reveal why his example is very effective. 

Sep 04, 2016
#009 - "Let me think about it" Response

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 maneuver the client to a 'yes' answer.

Aug 28, 2016
#008 - Your Presentation Style

In this Sales Influence Podcast I talk about finding your presentation style and how authenticity is key when it comes to influencing and persuading others to buy from you or buy into what you're saying.

Aug 23, 2016
#007 - 10 Sales Presentation Tips

Here are 10 presentation tips to help you create a more powerful and persuasive presentation.  You need to have a structure, storyline, a narrative and supportive messages to support what you're trying to accomplish.

Aug 21, 2016
#006 - Getting Clients to SWITCH

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?  Learn what you need to do to make them want to switch.

Aug 16, 2016
#005 - 4 Types of B2B Buyers

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 individual motivations for buying and most important, why wouldn't they buy.  Knowing this will allow you to tailor and optimize your sales pitch.

Aug 10, 2016
#004 - Finding B2B Target Clients

Finding your B2B target clients starts off by knowing your industry, then segmenting it, finding the different markets and then identifying the clients within each.  Learn also how to use DATAMINING to help you sort your customers into three lead funnels: existing, inactive and new clients.  

Aug 03, 2016
#003 - 5 Mistakes Managers Make in Selling

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.  Victor Antonio, sales and motivation expert will discuss shift our paradigm when it come to managing and selling.  For more information go to 

Aug 01, 2016
#002 - WHY Clients Don't BUY

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 Victor Antonio will walk you through why clients don't buy and what you can do to sell more effectively.  For more information go to

Aug 01, 2016
#001- How to Rescue a Struggling Salesperson

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 manager. Sales trainer and motivation expert Victor Antonio shows you that selling ain't hard when you know how!  More info at

Aug 01, 2016