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Response Block Selling Victor Antonio | Sales | Marketing
Response Blocking is a method for preempting a buyer’s objection before he voices the objection. The premise of Response Block Selling is the following: If a buyer states an objection aloud, the buyer is more likely to stick to that objection (rule of consistency) and will look for validating information (selective perception) to support or defend that particular viewpoint/5(23) Response Block Selling: A New Approach for Lowering Buyer Resistance and Selling More (p). This book will literally change how you present your product or service to a potential buyer. Response Blocking is a method for preempting a buyer’s objection before he voices the objection/5(23) 24/1/ · Posts about response block selling written by Sales Influence. Home; Bio; Booking Info ; Mission; Victor Antonio's Sales Influence Blog. Entries RSS | Comments RSS. Pages. Bio; Booking Info; Mission; Categories. Categories *Video Episodes* – Sales Influence Moments () Articles (17) B2B Sales (2) Blocking Objections Course (5) Book Reviews (25) Cold Calling (3) Direct Selling (1)
Response block selling free download
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Home current Explore. Home Response Block Selling Victor Antonio Response Block Selling Victor Antonio Uploaded by: Enrique Rf 0 0 December PDF Bookmark Embed Share Print Download. Words: 22, Pages: No part of this publication may be produced in any form or by any means, mechanical or electronic, including photocopy and recording, or by any information storage and retrieval system, response block selling free download the permission in writing from the author or publisher; exceptions are made response block selling free download brief excerpts used in published reviews.
This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional services. If legal advice or other expert assistance is required, the services of a competent professional should be sought. This Sales Influence Publication Edition is published by Victor Antonio, Chief Sales Officer Haynes Bridge Road Suite Alpharetta, Georgia www.
ISBN Pending U. Business 2. Sales A New Approach for Lowering Buyer Resistance Victor Antonio 5 Response Block Selling Victor Antonio, response block selling free download, Founder of Sales Influence From food stamps and welfare to being the CEO of a high-tech company, Victor Antonio is proof that the American dream of success is alive and well. A poor upbringing in one of the roughest areas of Chicago didn't stop Victor from earning a BS in Electrical Engineering, then an MBA, and building a year response block selling free download as a top sales executive and manager.
He has conducted business in Europe, Asia, Australia, Latin America, the Caribbean, South Africa, and the Middle East. Today, he trains salespeople to achieve quicker selling results with his program Sales Influence, response block selling free download. Victor is a dynamic trainer who specializes in taking apart complex subject matter and breaking it down to simple, applicable, response block selling free download, everyday strategies for sales success.
His workshops are loaded with sales strategies backed by research in the field of consumer behavior. A New Approach for Lowering Buyer Resistance Victor Antonio What makes this program different from others? For more information response block selling free download to: www. Objection 2: Your price is too high Prospect is unaware of the going market price Objection 3: I need to speak with my boss or partner before I can make a decision.
Objection 4: I want to think about it some more. Objection 6: I can do it myself, response block selling free download.
Objection I can get it cheaper response block selling free download. Objection Are there any hidden fees? Objection What if I buy and find something better later? Upgrades available Constructing the Sales Pitch Appendix: Response Block Structures — Behavior Modification A New Approach for Lowering Buyer Resistance Victor Antonio 11 Response Block Selling Selling the Room If I have seen further than others, it is by standing upon the shoulders of giants. Sir Isaac Newton A few years ago I received a call that would change the way I viewed selling from that day forward.
The gentleman on the line was named Jason. He represented an Internet marketing company that sold software packages that allowed entrepreneurs or small business owners of any stripe the capability to build their own Response block selling free download site. I asked Jason how he found me and he quickly replied with the obvious answer: the Internet. He noticed that my website, which I designed, ranked on the first page of the major search engines — which apparently demonstrated to him that I knew what I was doing.
Jason asked if I would be willing to do some training for his company. I initially refused the offer, but he was persistent. He then suggested I go see one of their live workshops personally so I could see for myself how they A New Approach for Lowering Buyer Resistance Victor Antonio trained and sold their product from the front of the room.
I agreed to fly to Tampa, Florida, where they were having their next event the next day. That morning I arrived at 9 a. to the conference roomwhich was filled with almost people. Before the training got started, the audience was introduced to the two packages that would be offered at the workshop. To say the least, I was stunned. Out of the 50, half bought the basic package and the other half purchased the deluxe package.
The answer to the question should come as no surprise; I said yes. I asked Jason if that was a typical day. He began to describe for me the many different dynamics that go into selling the room i.
And he was right; I did learn quite a bit working with this company. Several Months Later As a trainer, I conducted workshops throughout the U. and the same packages were being offered for purchase. I had learned the presentation and how to demonstrate Internet marketing techniques used by the best to get Web pages ranked on the first page of the search engines. Yet the sales were lingering in the low 20s and once in a while scraping the low 30s.
I asked him to come see me do the training so he could offer me some advice on where I could improve. He agreed and two weeks later he was in the back of the room at 9 a. taking notes on everything I was doing and saying. I remember glancing toward the back once in a while and to my dismay saw him feverishly taking notes. At the lunch break he approached me and said we needed to talk.
Clint: Well, not bad, but I think I know what your problem is, response block selling free download. Me: What is it? Me: What do you mean? Am I going to fast? Not demonstrating it correctly? Clint: No your speed is fine and the demonstrations are good. Me: Then what is it? You just said my speed and demonstrations were fine. Clint: Whoa. Me: How do you do that? He then went on to explain the psychology of a crowd — what motivates them to take action and what prevents them from doing so.
He then laid out for me a conceptual framework for blocking, not overcoming, objections and it so impacted how I thought about delivering a sales presentation or pitch that to this day I can still response block selling free download myself standing there in the room listening as if it had happened yesterday. After having time to digest and implement this conceptual framework, over the next few months I began to incorporate the principles into my presentation.
With some refinement and adjustments, I then turned this conceptual framework into a five-step process for pre-empting objections i. Response Block Selling is the cornerstone of all my sales presentation and I suggest, no in fact I will be bold enough to say that if you want to increase your sales, I demand that you try my system. Once you learn it and understand response block selling free download, I have no doubt that it will be the cornerstone of your sales presentation from this day forward.
This new approach was so powerful that it motivated me to dig a little deeper, response block selling free download, beyond the technique itself, into the psychological aspects of how people make buying A New Approach for Lowering Buyer Resistance Victor Antonio decisions i. The Sales Pitch Redux How do you deliver a persuasive message?
How he formulates that argument and how he presents it to a jury of people with varying opinions will determine his success or failure. Salespeople, much like lawyers, are constructing a persuasive argument to get the client one-on-one or jury group meeting to buy our product or response block selling free download. And, like the lawyer, how we construct that argument will determine whether or not we get the sale.
There is a big difference between delivering a presentation and delivering a persuasive argument. I can tell, response block selling free download, based on the structure of a presentation, when a salesperson is delivering a presentation or a persuasive argument. I would argue that the rule is usually in effect. Eighty percent of all sales presentations are just that, presentations. The former is used to relay information to the client, the latter is used to convince the client and response block selling free download the client to take action.
I will argue that this type of presentation is not only limited in its ability to influence people to buy from you, but that it may also be causing you to lose sales, response block selling free download.
You may argue that this is a standard presentation and good practice in introducing your company for the first time to a response block selling free download client. I would argue that it may be standard practice, but it will do little to advance the sale.
If we can get clients to lower their defense shields and be willing to listen to what we have to sell, then the rest is all in how we structure and deliver the sales pitch. He may as well concern himself with his shadow on the wall. In selling, we want people to be convinced to buy our products or services. But convincing them is one thing; getting them to sign on the proverbial dotted line is another.
What every salesperson needs to know is how to convert that mental yes into getting the client to buy right there and then. When you meet a client for the first time, whether you like it or not, prejudgments are being made about you.
Whether these prejudgments are right or wrong, people will make decisions on whether to do A New Approach for Lowering Buyer Resistance Victor Antonio business with you or not, response block selling free download. But what if these first impressions are wrong? What if the prospective client draws the wrong conclusion about you, your company, or your product? Is there anything you can do as a salesperson to correct those perceptions?
Deutsch and Gerard wanted to know to what degree it was possible to get people to change their mind after being shown that their judgment was erroneous.
They also wanted to know under what conditions people would be more reluctant or willing to change their mind if they were shown that their judgment was proven to be incorrect.
Simply put: 1 Would people change their minds if they were proven to be wrong? Deutsch and Gerard came up with a simple to test to get to these answers. They set up an experiment with college students and broke them response block selling free download into three groups.
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, time: 6:31Response block selling free download
6. Presentation & Response Block Selling - Free download as Powerpoint Presentation .ppt), PDF File .pdf), Text File .txt) or view presentation slides online. Steps of block selling 24/1/ · Learn how to ‘structure a response block’ that will lowers a buyer’s resistance making the sale that much easier. In my book you will find over 20 examples of common objections salespeople face when selling. Using the Response Blocking System you will learn how to minimize and discard each objection thereby reducing the buyer’s Response Blocking is a method for preempting a buyer’s objection before he voices the objection. The premise of Response Block Selling is the following: If a buyer states an objection aloud, the buyer is more likely to stick to that objection (rule of consistency) and will look for validating information (selective perception) to support or defend that particular viewpoint/5(23)
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