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How to Sell Your Product or Service - Market Segment & Client Profile (Part 3 of 11)

Оценок: 817 | Просмотров: 155511
My YouTube Video Gear Kit - http://geni.us/17Iz8 Edit videos with FCPX - http://geni.us/LNR1F9 Camera microphone - http://geni.us/fTsnqFL Website - http://geni.us/n1Bu Facebook - http://geni.us/92Qk Instagram - http://geni.us/vOEm8 YouTube - http://geni.us/qWYWHhR Twitter - http://geni.us/ZK8BN LinkedIN - http://geni.us/SejN1W1 Kit - http://geni.us/17Iz8 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
Категория: Хобби и стиль
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Текстовые комментарии (64)
Paul Macharia (3 месяца назад)
Hello Sir, do you have additional notes for the tutorials or any book recommendations. Thanks for the great insights
Victor Antonio (2 месяца назад)
Paul, that's a big question on book recommendation since I don't know what your "pain" is (i.e., what area are you looking to improve on). VA
Shield Industries (6 месяцев назад)
Thank you for sharing Victor. That inspired me to categorise my list.
Shield Industries (6 месяцев назад)
Thank you for sharing Victor. That inspired me to categorise my list.
Arthur Yang (6 месяцев назад)
Good stuff!
Victor Antonio (6 месяцев назад)
Thank you! VA
Andres Valdes (7 месяцев назад)
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.
Martin Castro (9 месяцев назад)
I sell newspapers subscriptions and since I started watching this I’m doubling my sales and my boss it’s happy
Jasmine Streuber (1 год назад)
Very clear and useful information! I am just starting in my journey and I will definitely will be taking your advice!
avishek chakraborty (1 год назад)
Hello, Thank you very much for the brief course, Could please make a video on influencing sales phase to make close the sales faster.
Victor Antonio (1 год назад)
I did a video series called, "Sell More...Faster". It's available on http://www.SeminarsOnSelling.com Note: it's not free :-) VA
Angela Sweeney (1 год назад)
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 Antonio (1 год назад)
Awesome feedback Angela!!!! Continued success!! VA
ITS187MOB (1 год назад)
We need to give him props, schools will try to give you +10k debt to learn this information in a longer amount of time.
Victor Antonio (1 год назад)
They should teach this in schools :-) VA
Elvin Altagracia (2 года назад)
Victor you are literally helping our society by your videos !!!Such great information , that will empower any one in the world .
Victor Antonio (2 года назад)
Thank you Elvin! VA
Clare Linus (2 года назад)
you helped me so much .I forgotten my sales skills after being burden by many personal problems, now I just had a new refreshment and a new mindset. thank you
Victor Antonio (2 года назад)
Go get'em Clare! :-) VA
dRemodeling (2 года назад)
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 !
Yunhua Chaang (2 года назад)
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.
greatidea11 (2 года назад)
Very useful info and well created Victor. Many Thanks
Victor Antonio (2 года назад)
+greatidea11 Thank you! VA
Lace Love (2 года назад)
Great Honest presentation Glad i found your video!
Victor Antonio (2 года назад)
+Lace Aroma Thank you Lace! VA
Christopher Iregbu (2 года назад)
Wish I could meet you in person, you are great
Jorge Bátiz (2 года назад)
Thank you for al your help Victor, I work with bank products in Mexico for medium businesses and you really bring the best out of me. Thank you
Victor Antonio (2 года назад)
+Jorge Bátiz Thank you Jorge! Saludos! VA
Binar Senja (2 года назад)
nice...it help me as hotel sales marketing
Victor Antonio (2 года назад)
+Binar Senja Very cool Binar! VA
ahasan habib (3 года назад)
u r great Mr Victor Antonio, May you always be in Allah's loving hand
Victor Antonio (3 года назад)
+ahasan habib Shukran! I wish you the same. VA
Erick Cheloti (3 года назад)
Am into Selling Training and indeed its very helpful in my daily work.
Ind3finite Erxi (11 месяцев назад)
Erick Cheloti can you give me some tips on selling personal training? What unique things should I do? Don't worry u won't be competing with me cos I live in AUS Melbourne
Victor Antonio (3 года назад)
+Erick Cheloti Thank you for the feedback! VA
Shahriar Ahmed (3 года назад)
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. please advice. THANK YOU.
Victor Antonio (3 года назад)
+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.
Samuel Elizondo (3 года назад)
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
Samuel Elizondo (3 года назад)
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! Thanks victor!
Victor Antonio (3 года назад)
+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.
hilary jnbaptiste (3 года назад)
I do appreciate your training videos, am now engage in selling building products, and they are very helpful. thanks so much.
Victor Antonio (3 года назад)
+hilary jnbaptiste Thanks for watching Hilary! Sell well! VA
Hamid Eddaifi (3 года назад)
very helpful i just start working in a travel agent in morocco as a commercial agent; your videos are a Must for me Many thanks
Victor Antonio (3 года назад)
+eddaifi hamid Good to hear all the way from Morrocco Eddaifi; thank you for watching and sharing your feedback! VA
Lakshman Raju (3 года назад)
Its my First Comment ever in You Tube. I Did Best Thing to Subscribe here. Simply Excellent Ideas i am gaining.Thanx
Victor Antonio (3 года назад)
+Lakshman Raju Thank you Lakshman for your feedback! Welcome to the channel!
Jai Rajasekaran (3 года назад)
Thanks for sharing and they're very helpful.
Victor Antonio (3 года назад)
+Jai Rajasekaran  Thank you for watching! VA
Dylan Goolagong (3 года назад)
i look up to you more and more with every video i watch, i definetly enspire to be like you one day
Victor Antonio (3 года назад)
+Dylan Goolagong  You are tooooo kind! Thank you!
Justin Roberts (4 года назад)
I want to one day become an entrepreneur and am thinking of entering sales once i graduate high school (i am going to be a senior this year). Is this a good idea
Justin Roberts (4 года назад)
Would you say in attaining this goal I should attend college or go directly into sales? This is a tough decision coming up soon.
Victor Antonio (4 года назад)
I think it's a good idea.  Sales is a skill everyone needs to be good at; especially entrepreneurs.  You have the right train of thought Justin!
vimoch das (4 года назад)
Do a sales executive must have to do a loads of research, whats ur perspective??
Victor Antonio (4 года назад)
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!
Omer Khan (4 года назад)
The hybrid example is more B2B.
Victor Antonio (4 года назад)
You could argue it both ways.
Omer Khan (4 года назад)
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.
Victor Antonio (4 года назад)
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.
bradpittyay (5 лет назад)
Arguably the most important part of the sales process victor..whats your view
bradpittyay (5 лет назад)
You just create so much value Victor you really do
Victor Antonio (5 лет назад)
Great company to be in :-)
bradpittyay (5 лет назад)
You, Gitomer, and Jonathon Farrington, are the giants of the sales trainers in my view
Roberto Flores (5 лет назад)
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

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