Brent Adamson's Framemaking Sales - How to Make Customers Trust Themselves | Sales Influence Podcast
Sales Influence - Why People Buy!
Release Date: 08/13/2025
3 Things Customers Want To Hear - Sales Influence Podcast - SIP 603
Sales Influence - Why People Buy!
The "Sales Influence Podcast" hosted by Victor Antonio, focuses on key factors customers and investors consider before making a purchase or investment. Antonio draws on concepts from Matt Hannannah's book, Consultative Selling, to highlight a "new trinity" of questions that buyers want answered: how much the investment will cost (including money, time, and effort), how fast they will see a return of capital (the break-even point), and how often they will see a return on capital (the resulting profit). The podcast emphasizes the need for sales professionals to quantify this value to assist...
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Get Customers Cheap - Sales Influence Podcast - SIP 602
Sales Influence - Why People Buy!
Business Viability Formula Customer acquisition cost must be lower than lifetime value to ensure business success—this single equation determines whether a company will survive or fail according to Kevin O'Leary from Shark Tank. 8 out of 10 businesses fail within the first 36 months primarily because they spend more on client acquisition than the return on investment they receive from those clients. Customer Economics Calculation Calculate lifetime value by analyzing purchase frequency and average order value over a defined period like 3 years—for example, a customer spending an...
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Lower Your Goals - Sales Influence Podcast - SIP 601
Sales Influence - Why People Buy!
Goal-Setting Strategy Impact Women-run companies achieve 99% positive returns over 10 years by setting realistic 90-day sales goals with 95% hit rate and 17% annual growth, while men hit targets only 65% of the time despite 30% growth rate, according to Kevin O'Leary's portfolio analysis across all company sizes. Realistic goal-setting creates 38% drop in employee turnover and frees up to 11% cash flow in women-run companies, as reduced turnover lowers recruitment and training costs while maintaining consistent operations. Employee Motivation Mechanics Achievable targets provide employees...
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Magic "Why" Question - Sales Influence Podcast - SIP 600
Sales Influence - Why People Buy!
Root Motivation Discovery The "magic why question" is crucial for uncovering the root motivation behind actions, surpassing surface reasons like making money. The "five whys technique" used by Toyota involves asking "why" repeatedly until the fifth answer reveals the core issue, aiding in problem-solving. Successful Company Strategies According to Simon Sinek's "Start with Why," successful companies begin with "why they do it" rather than focusing on the what or how. Personal Motivation and Clarity Completing the statement "I just want to be able to..." helps reveal...
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Make More Money - Sales Influence Podcast - SIP 599
Sales Influence - Why People Buy!
Financial Strategies The two levers in family finance are reducing costs and increasing income; once costs hit a minimum survival level, focus shifts to income growth. Families often overlook the income side of the equation; exploring ways to leverage skill sets or sell items from the garage and closets can generate additional revenue. Income Optimization The Martinez family discovered they were underpaid and, despite fear, successfully transitioned to new jobs with higher pay, validating the strategy of assessing one's market value. Victor Antonio emphasizes assessing...
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Money Buys Options - Sales Influence Podcast - SIP 598
Sales Influence - Why People Buy!
Financial Freedom and Options Money as a raw material represents labor and time, and when processed into options, it guarantees more choices in life, such as buying a house cash or on credit, or switching jobs. The more money you have, the more options you have, which is what Financial Freedom is all about, according to Victor Antonio. Money as Medium of Exchange Money is a medium of exchange that represents energy and work stored on paper, such as a check for $1000 representing 40 hours of labor. Happiness and Wealth Money guarantees options, not happiness, which is a...
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Dealing With Sales Trauma | Sales Influence #599
Sales Influence - Why People Buy!
Victor Antonio explains that there are three distinct types of buyers a salesperson will encounter, and each requires a different sales approach. The first type is the unaware customer, who needs to be made aware of a problem they are experiencing. The second type is aware but apathetic, necessitating a shift in the sales conversation to emphasize pain points and urgency to make them care about the issue. Finally, the third type of buyer is aware and cares but is scared of the risk involved, so the salesperson's job is to mitigate anxiety and...
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3 Types of Buyers and 3 Sales Modes | Sales Influence #598
Sales Influence - Why People Buy!
Victor Antonio explains that there are three distinct types of buyers a salesperson will encounter, and each requires a different sales approach. The first type is the unaware customer, who needs to be made aware of a problem they are experiencing. The second type is aware but apathetic, necessitating a shift in the sales conversation to emphasize pain points and urgency to make them care about the issue. Finally, the third type of buyer is aware and cares but is scared of the risk involved, so the salesperson's job is to mitigate anxiety and...
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What Drives Customer Loyalty - Sales Influence Podcast - SIP 597
Sales Influence - Why People Buy!
Customer Loyalty Metrics Customer loyalty can be measured through three key indicators: repurchase intent, increased spend, and word of mouth (net promoter score). The intersection of repurchase intent, increased spend, and word of mouth provides a comprehensive indication of customer loyalty. Effortless Experience A frictionless buying experience is crucial for customer loyalty, as customers prefer an effortless interaction with companies. The book "The Effortless Experience" by Dixon, Tomen, and Delisia offers empirical data and insights on customer loyalty, particularly valuable for...
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Flipping The Duck - Sales Influence Podcast - SIP
Sales Influence - Why People Buy!
Sales Process Complexity B2B sales processes are inherently chaotic and non-linear due to changing decision makers, reference points, and company types, requiring salespeople to be highly adaptable. Key Sales Skills Effective salespeople must possess high levels of empathy quotient, product quotient, and persuasion quotient to navigate complex sales environments successfully. Salespeople need to multitask between empathy, education, and persuasion in a circular pattern, adapting to buyers' needs and preferences throughout the sales process. Sales Approach The ability...
info_outlineBrent Adamson reveals why most sales reps fail to connect with buyers - and his breakthrough approach that makes customers actually want to talk to you. Grab a copy of Brent’s new book “The Framemaking Sale: Sell More by Boosting Customer Confidence” (Amazon): https://geni.us/FramemakingSale Brent exposes the hidden psychology behind buyer decision-making and introduces his revolutionary "Framemaking" mindset. After analyzing thousands of B2B purchases, Adamson discovered the single factor that drives high-value, low-regret deals - and it's not what you think. You'll Learn: • The "confidence margin" that determines whether prospects buy or stay stuck • Why the "smartness arms race" killed traditional sales differentiation • His "supplier agnostic" mindset that transforms you into the rep customers seek out • The frame-making technique that helps overwhelmed buyers become confident decision-makers This isn't about product expertise or objection handling - it's about becoming the one salesperson customers trust to help them trust themselves. Discover why your humanity, not your knowledge, is your ultimate competitive edge in the AI era. ✅ A to B Insight: https://www.atobinsight.com ✅ The Framemaking Sale website: https://www.theframemakingsale.com 00:00 Welcome Brent Adamson! 04:08 Unexpected Collaboration Origin Story 09:41 High-Quality Buyer Content Feedback 10:26 Challenger Approach: Customer-Centric Insight 14:57 "Navigating Conflicting Insights Effectively" 18:54 High-Quality Purchase Drivers 20:42 Human Emotion in B2B Purchases 24:31 Decision Confidence and Uncertainty 26:25 "Feeling-Driven Business Success" 31:38 AI-Assisted Decision Making 33:12 "Capitalizing on Human-AI Sales Moments" 36:43 Customer-Centric Advisory Approach 40:16 Inspired Leadership: Customer-Centric Focus 43:00 AI vs. Human Sales Complexity 48:25 "Differentiate by Empowering Customers" 49:22 CRM Decision Impact Concerns