3 Tactics to Change the Client's Mind - Preference Formation
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- เผยแพร่เมื่อ 10 ต.ค. 2016
- 3 sales Tactics to Change the Client's Mind - Preference Formation - How to sell by changing the buyer's buying criterion to your advantage. www.VictorAntonio.com
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I am a cashier at little ceasars, there I learned how to cross sell and up sale by learning and memorizing prices that way I know what im talking about, and I like that. I know it is just selling pizza but the fact that I can get a customer to come in to just a buy one pizza and coming out buying a whole meal pluss little add ons is what counts. Now by watching your videos, I am more convince that I want to be a succesful salesperson. thankyou!!
Esther, you are AWESOME! It's not 'just selling pizza',...it's using sales principle no matter what you sell! YOU PASSED! I have a feeling you're going to make a lot of money in sales if you pursue it! VA
Esther Galdamez great job 👍
Love your mindset & driven attitude, that's gold!
Looks like Esther own the place.
Victor I am going to speak from my heart. You are bar for bar word for word the single most valuable youtuber that I have the privilege to listen to.
As I search for advice on Selling all I see is mindset stuff. I have mastered mindset and your class is the PhD I have been searching for.
I take notes when I listen to you and make sure to apply one of your videos every week especially the podcast.
It took me all of 3 minutes to go from I really like what you are saying, googling you than buying by subscribing.
I am a truly ambitious man and with all the sincerity that my inapt words can muster I say this. I wish to be as good as a tenth of you in ten years.
You reek of a master sells man who has spent too much time selling and not enough time thinking about not selling.
You are a gift to humanity and have impacted my sales volume more in the last two weeks than any piece of content in the world. You are changing lives.
I will shake your hand on a tomorrow and explain to you in person how profoundly your insight has helped me. I hope that the sense of urgency gives me the ability to close better.
From
A Zealous Doer In Seattle.
Mohamed, thank you so much for your kinds! I have no doubt,..you will do well! Thank you again! VA
I agre with Mohamed, such an amazing channel!
Minimising one of the buyer criteria, Elevate third priority to higher priority, talk about other benefits, something that competitor doesn't offer.
Yes! VA
You're such a rare gem Victor, I connected with your personality more than any other sales coach I've ever heard. Thumbs up Sire👍
I love this because in selling specialty fitness equipment people come in with all kinds of random and crazy ideas about what makes a good product. But haven't tried anything and don't have any idea what any of that information they've read online really means. I hope I can use this in such an organized manner. Thanks you, Victor!
you are a master piece sir cant stop watching your videos. very grateful
Thanks for sharing very valuable information. The segments are packed with awesome content thanks again sir .
thank you, Victor, very useful as always.
You're welcome and...your "handle" is killing me! LOL
Great example for me as this is in my field of knowledge. Thanks Victor.
Thank you! VA
Mr Antonio, Your words are pure gold! Thank you very much for sharing this. I can't wait to try all of tips and strategies :)
Thank you! VA
And how does it work?
this is very helpful and so true and smart
Thanks for everything..👏
Very helpful! Thx!
I'm learning a lot of points here! I'm going to use these tips and see for the results.
How do you sell phone service when the customer thinks it aunt important?
Excellent
Great job
Good one.
Super! Going to practice it right now :)
Do it Alex! :-) VA
Hello Victor, Some great tips. I think you meant hard disk and not the memory (RAM).
However, I see a bit of problem. This is esp. so because you are from Electrical/Electronics engineering background.
If you are inserting battery life as preference 3 because the target customer do a lot of travel, big monitor size should not be preference 2 and vice versa. Big monitor size mean bigger sized laptop/notebook and hence lesser battery life. Bigger laptops are also inconvenient for travel.
So, either of suggested priority 2 or 3 should be different. I hope you can appreciate my point both as a sales person and as an electrical engineers.
The basic sales ideas are brilliant though. Just needs to be a bit more consistent about the preferences presented by the sales man else a sophisticated customer may easily catch him.
It's scary how good you are😎😎😍😍
Amazing
Hi Victor,
I am an account executive in the wireless industry where I often hear preferences for the competitor because the business I am trying to switch over is convinced that their current carrier has a better signal. In the area, I work this is simply not true because every carrier is so close in coverage that it would be almost impossible to tell the difference. Would these tactics work equally as well in hopes of persuading a business to switch services?
Hi Victor,
Thanking for your efforts.
Can you make the Video with demo such Whiteboard presentation? I believe that would be more interesting.
Great info!
dear sir Antonio, I am vietnamese and my english is not so good. I really love the way you're talking about selling. Can I have a subtitle for those your videos? I thank you very much!
Tri, it's hard for me to translate since I get so many requests for different languages: Spanish, Portuguese, Chinese, ...Vietnamese :-) VA Note: Can you use the TH-cam translator?
Victor Antonio nothing at all, i thank you! i can handle that problem from now. Thank you so much to reply me!
hi im just start my career as sales , what would we do when client say .' we already know your product''
I would say, Are you aware of our latest changes? Have you seen the latest revision? Or, you can ask," When was the last time you reviewed our product offering? --- Without knowing the context that's the best I can offer now :-) VA
Thks. for the valuable presentations.
Destabilising customer preference is more likely that we're cheating the customers. In there we're not giving the customers what they want instead we're serving what we want.I think that is a short term sale.
I disagree. First, you ALWAYS want to make sure what you're selling is what the customer NEEDS not want. Second, ,many clients 'think' they know what they want, but it's our job as sales professionals to move them past wants and get them to focus on a need. For example, if you wanted to paint your house, you'd buy a can paint. But what if I told you that the paint you WANTED would not give you the coverage or longevity you NEEDED and I could prove it. I just DESTABILIZED your preference, not for the sake of selling you what I wanted, but selling you what you NEEDED. That's selling in today's market. VA
+Victor Antonio (Keynote Speaker) Thks. for explaining
When there is cloud or cheap EHDs, you don't need a lot of physical space in a single hardware. If it goes broken, all data is lost. It's best to have it in the cloud, which will never be broken. So, we are helping the customer, not cheating.
I got more ideas tanx to you
That is great Ajith! VA
Victor! Memory =\= storage. Memory is RAM, storage is your Hard drive.
👍
Both are memory and storage; one is just temporary (i.e., buffer). That said, your point is well taken :-)
Victor Antonio Oh yeah, definitely. Just speaking in terms of jargon/technobabble. Most people in the PC world are going to assume RAM when you say memory and assume Hard Drive when you say storage. I really appreciate your reply! Glad to see you interact with your followers. 😄 I've been studying your videos for the past week in hopes to apply these principles at my new sales job. Thank you so much for all the great content!
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Thank you EF! VA
i have my engineering consultacy firm,and my client love their money more than service we provide,and we provide sevices after taking advance but after they get services the block our fee and finally we do not revcieve tha WHAT SHOULD BE OUR STRATEGY TO AVOID THIS PROBLEM AND WHAT IS MISSING IN CONVERSATION,PLZZ CONSIDER
Faizz, I'd have to understand the whole process and conversations to be able to give you a REAL answer that you can apply. What I can say is,...if the client is making the final payment then they are NOT seeing the value. Clients DO love money,...but they LOVE MAKING MORE money,...more :-) VA
love your videos but this one has a problem. your example is confusing the purpose of memory vs hard drive.
In what way? Please share how you would've stated it. VA
Victor Antonio As RAM (primary memory) and hard disk (secondary memory) are both types of memories, the differentiation is brought about by referring to the hard disk as storage, rather than memory. Memory would generally mean RAM. However, this mixup does not affect the import of your point.
Cloud is a better example. You can think that hard drives could be an example half a decade ago. Yet, customers might not like it, as they could think it's cumbersome to buy another piece of hardware. I think cloud is a better example. If you mean RAM, it is not discussed in this video.
Cooper Miley ha I was about to write the same thing. Minor point and it was just an example, but still inaccurate information on memory vs hard drive space.
I usually explain it to people like this: memory is temporary and used to remember things for a short time. It's like someone telling you a fact and you remember it long enough to tell the next person, then forget it. Hard drive or disk storage is like someone telling you a fact and you write it down on a piece of paper so you can pull it up in a year and tell someone.
Memory only stores information virtually, and just for that session, application use, or until your computer turns off. When you turn your computer off, the memory is all erased. Applications run in memory.
Hard drives actually store the information physically on a disk so information so it can be used later. When you turn off your computer and turn it back on, those files are still there.
#firstcomment
This guy obviously isn't very familiar with computers. Some workstation tasks (video editing, rendering, local VMware) are highly memory-intensive, and cannot always be offloaded to servers/cloud services. This method of trivializing the customers' needs is irresponsible and affirms the image of a pushy, selfish salesman.
I have a Bachelor's degree in Electrical Engineering, 1st job out of college was coding, developed software for Network Management Systems for Tech companies, I do video editing using Final Cut Pro X...I could go on...but suffice it to say, "I know a little about computers." :-) VA
In that case, I'm going to give you the benefit of the doubt and assume that you would only attempt to change the buyer's primary criterion of memory (RAM) if that's not truly what they need for their given task(s). However, when you said, "*What if what they want isn't what you're selling?*", that suggests you would knowingly attempt to sell something you understand is inadequate for your customer's needs.
You assume too much my friend. There's a fundamental difference between what the client WANTS and what they NEED. In selling, a true salesperson, seeks to uncover the real need and sell to that need...and NOT for the sake of just simply selling them something. VA
To be fair, assuming too much would be categorically stating that there's a fundamental difference between what the client WANTS and what they NEED. While likely true more often than not, there invariably exists a small group that knows more about your product than you do. As a "car guy", this has been true every time I've purchased a car from a dealership, and as a "tech geek", this has been true every time I've purchased electronics from Best Buy. Outside of these domains however, I am admittedly less knowledgeable than the salesperson and would need to defer to their expertise in selecting a product. In such a case, I would hope that the salesperson is actually selling me what I need, rather than simply what they have available to sell.