Future of Selling
All things AI & Sales
I recently came across the well-known story of the six blind men and the elephant while developing a sales training day for a technology company whose salespeople are experiencing problems with long ...
TLDR; "Why finding an experienced, no training needed, cheap, low-maintenance, and ready to jump salesperson is a fantasy that’s costing you revenue."
I get the same question almost every week from b...
How to Sell an Innovative Product Into a "Low-Value" Market
Short answer: To sell an innovative product into a market labeled "low value," do three things. Position your product as the bridge that mo...
The Real Reason Some Salespeople Hit Quota While Others Don’t
You’ve seen it. I’ve seen it. We’ve all seen it happen in sales.
Two reps. Same product. Same territory. Same brutal economy.
One c...
How to Be Instantly More Persuasive in Sales: The "Weighted Reason" Technique (Backed by Harvard Research)
TL;DR: Adding a short reason to any claim — using bridges like "because…," "here's why…," or...
The 9-Step HVAC In-Home Sales Process: How to Present, Propose, and Close More Deals
A field-proven framework for HVAC technicians to educate homeowners, present repair vs. replace options, and ...
Victor Antonio is a globally recognized sales trainer and consultant with a B.S. in Electrical Engineering, an MBA, and a 20-year track record as a top sales executive and ultimately serving as Presid...
In today's highly informed market, sales professionals constantly face the “Good Enough” Trap. Your prospect, empowered by tools like Google, YouTube, and ChatGPT, is a pragmatic buyer who defaults to...
In the past few weeks, I've been going down the Artificial Intelligence rabbit hole; more specifically Natural Language Processing (NLP) and Large Language Models (LLMs).
And like Alice in Wonderla...
When a client goes 'dark' (i.e., they ghost you and won't return your calls or respond to your emails), something has gone wrong! But, in your mind, your demo or presentation was great! So now, you're...
