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How to Sell Your Product or Service (Part 3 of 11) Sales Training Course. In this course, sales trainer and sales motivation expert Victor Antonio introduces you to a process to learn How to Sell. For more info go to Victor Antonio http://www.VictorAntonio.com In this video, Victor walks through the process of how to sell more products or services ---Get more Sales Training and Motivation Tips on Selling with Victor Antonio at http://www.SellingerGroup.com
Bio: Sales Motivation speaker, trainer and author Victor Antonio is proof that the American dream of success is alive and well. A poor upbringing from one of the roughest areas of Chicago didn't stop Victor from earning a B.S. Electrical Engineering, an MBA and building a 20 year career as a top sales executive and becoming CEO of a multimillion dollar high-tech company.
Prior to being CEO he was President of Global Sales and Marketing for a $420M company. He was tasked with building a global sales force, establishing contract agreements, developing financial pricing models and in charge of developing the corporate brand and marketing the company's services for worldwide acceptance.
Before that he was Vice President of International Sales in a Fortune 500 $3B corporation at the time. Within a two and half year time period he grew their business from $14M to $98M in annual revenue. During that time period his sales totals were $162M and was selected from over 500 sales managers to join the President's Advisory Council for excellence in sales and management.
International: His success in sales and management also helped him establish channels internationally. He has conducted business in Europe, Asia, Saudi Arabia, Australia, Latin America, Middle East, United Arab Emirates and South Africa.
How to Sell Your Product or Service
What I learned: TAM = Total Available Market. Develop a profile of most likely prospect by creating a list and then break it down into categories. Then prioritize hitlist (1st, 2nd, and 3rd level of probability of buying). LIST-PRIORITIZE-CATEGORIZE. If you dont focus you can't win. 1st category) B to C - Biz to Consumer ; 2nd Category) B2B- Biz to Biz; 3rd category -- Hybrid. Now when you create selling material you will tailor it specifically to the market niche you want to go after.
Stumbled across your video yesterday and I've spent the last 2 days listening to your videos. Amazing job Victor 👍🏽👌🏽 great tips and advice, I've already used some of what I learnt today and booked on more leads than normal. Thank you and keep the videos coming 🙌🏽
Victor - Your videos are amazing !! I am having a little bit of problem as my business is a design and build where our product is a combination between service ( design and installation ) and materials( cabinets, tiles, counter tops, plumbing fixtures ) . Cheers from Philadelphia !
T A M - Total Available Market
List - List download all the possible target
Categorize - Categorize all the possible target and analyse them
Prioritize - Based on the analysed data, prioritize the target and allocate the company resource.
hello VA. i appreciate your videos. because it has given a lot of people courage to go out and sell there product.
Now here is my problem, we are manufacturing and selling ss tubes and pipes domestically and now we are planning to sell over seas which is exporting.
SO i am having trouble to source buyers.
and where do i get the list of buyers. Or are there any books of directories that i can buy.
+Shahriar Ahmed I always work backwards and ask myself, "Who (types of company) would buy my products?" and then begin searching. OR, go to my competitions site and see who they are using and try approach their partners who may be willing to carry a second line. Good luck.
Hey victor! Absolutely love the information you have to offer!
I do need some advice on TAM on a different level than what was talked about in this video
I offer a carpet care service in seattle WA. Great TAM. Residential / business its all there!
My Problem that I encountered... as I had the courage from your videos to get out there, is that Im not sure as to how or when I should be talking to business/office/property managers in order to Share the information that I have to offer to them about my service.
Today's example: yesterday I went out business to business asking if managers were available, and if not passing out business cards (as well as asking for the managers) in order to call back later.
This was a success as I left business cards, as well as gained business cards along with info as to when they'd be available to speak.
Today a manager at a dental office I visited prior was available so I called and everything went down hill.
I stated who I was, and that I stopped by yesterday and noticed she wasn't In so I was calling to let her k.ow that i had a service to offer her. she said "What do you do" I said " we offer carpet cleaning services" she said we already have someone, but thanks for calling and I felt like I had no choice but to thank her for her time, and hang up.
What can I do to prevent that, and how do you recommend a phone call follow up in that sense cause I'm sure I'll be dealing with this a lot!
P.s our service is unmatched by any of our competitors, and we're confident in outperforming them. It's just a matter of landing the job
Yes! i totally get it!
it's not so much as to what i am offering JUST YET
its about getting her talk about what he/she is using and deciding whether or not i can show them that my services have value and will in result benefit them from using me over them!
I see how i just need to work on the pitch in this case!
+Samuel Elizondo Analysis: When you leave your card, you're not pre qualifying; you're gathering unqualified prospects with business card shotgun effect. Not a bad strategy but you'll get a lot of "duds" (i.e., The dental office manager). Improvement areas? While you were there, you should've ask basic questions: Who does your carpet? How often? What do they charge? What do you get? (i.e., gather intel to prepare for the followup) . Now, if the manager wasn't there, then when s/he called and asked, "What do you do"? You need a better pitch. For example, she says, "We already have a service." YOU: "Ms. Manager, can I ask you a simple question, In business, isn't it always good to have options?" SHE: "Yes." YOU: (Tell them why it's unmatched and how they can save money. Also, try to tie in how clean carpets improve customer experience or perception, blah, blah, blah. Get the idea? It's all in the "value" pitch OR else, you sound like everyone else calling.
The answer is yes and I'll also add that marketing (if available) should also help in collecting "insightful information" about potential clients. The more you can help clients understand how to make money or save money, the more likely you are to close a sale. Vimoch, take a look at my Value Centric Selling series...I think it will help clarify your question. Thank you!
The B2B examples are incorrect. B2B is basically businesses 're-selling' to consumers. For example wholesalers or retailers. I feel pest control is more of a service and a tangible product would be a better example here. Nonetheless! Good presentation.
Omer, B2B is business-to-business; that is the established definition for B2B where B2C is business-to-consumer. You point is well taken but keep in mind that Pest Control Business have both a residential market (consumers) and they have a commercial market (businesses) Yes, PC companies sell mostly service but keep in mind that they also offer facility products. Thank you for watching.
awesome !!! always enyoing back to the basics , and Most of the Sales!! Crap people don't qualified their costumers!! Here in Ohio when I go to meet a client , man you hear some great stuff!! and so !!mmm people always want the easy way 2sell!!
THANKS X THE EDUCATION!!! SALUDOS
Community pharmacists are the health professionals most accessible to the public. They supply medicines in accordance with a prescription or, when legally permitted, sell them without a prescription. In addition to ensuring an accurate supply of appropriate products, their professional activities also cover counselling of patients at the time of dispensing of prescription and non-prescription drugs, drug information to health professionals, patients and the general public, and participation in health-promotion programmes. They maintain links with other health professionals in primary health care.