Podcast with Victor Antonio (2/24/2020)

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and we are live off. What’s up, guys? It’s Ruben from Dubb, and I’m psyched to get into this convo here because I have Victor on the line with me and Victor Assam. Some tremendous experience. He just got back from Puerto Rico, and he’s just doing some really interesting stuff around sales excellence. And that’s so much about what we do it of. And I just have this philosophy that it’s not about ABC. It’s not always be closing. Now. It’s about always be consulting. And I know that Victor is is a true educator and a teacher and also a motivational speaker. So, Victor, let’s get into it, man. Tell me about your sort of purpose. Your vision. I want to understand about your origin story. Let’s get edibles. Well,

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man, I’m going to correct you. Go. My definition always be connecting. That’s the one. I think you should

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go. There you go. Always be connecting, brother. Always your first. Always be connecting always be

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connected with their customers. So ah, quick background Reuben. Um And by the way, thank you for having me on the program. I really appreciate it. Thank you very much. Ah, background is My family’s originally from Puerto Rico. But, you know, um, I grew up in Chicago. Ah, if people go online, they’ll find me. They’ll know my store, you know, food stamps, government cheese, powdered milk. Pour, pour, pour. Ah, then fast forward. Got out of the hood, so to speak. Decided to get an engineering degree. An MBA got into corporate America, was an engineer. Love being an engineer, electrical engineer. Did a lot of software program a lot of hard work testing. But one day I said, You know what? I don’t want to do this When it application started. Putting the other systems didn’t like that either. The one day I realized that I could take my technical knowledge of my beautiful Spanish language movie, eh?

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And start selling and make a lot of money selling What I don’t And so I love the world is selling Matt. It’s afforded me the ability to go around the world, Reuben, and just see all kinds of things. So ah, I think I’ve been on almost every continent, man and I have seen it. And at the end of the day, man sales is sales connecting his connecting man. You know you can talk about culture, and the difference is I get that. But beyond that,

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we’re always connecting, brother.

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Well, so well said man. So well said, um,

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how do you make that connection, though? Because so much of sales is about the chase and and that’s actually the single biggest pain point that I think really catalyzed. What Dubb is today.

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It’s about this idea that if you wanna be in sales, maybe maybe this is more of a traditional sense. But it’s about grinding. It’s about following up. They used to say, You know, the gold is in the follow up. I don’t disagree with that sentence, but it seems like it’s changed now and now It’s much more about value and about consultation. And you know what? What is your take? What? What is the what was the synthesis and where are we now? From a sales perspective,

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you

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know, the cells will always be known it

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Joe man created and post it on that Internet. You know, the consumer didn’t have a lot of information. Those person majority information, uh, consumer was willing to take time to listen to the sales person and build that relations. So even game or not to be certain of the decision that we’re going to make.

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As for today, we have the Internet. The average person searches, according to Google, 10 sources of information online before deciding to reach out to a vendor supplier. And so when you talk to a customer for the first time, they’re depending on who you believe. 67 up to 90% into the buying cycle. Don’t think about that. In other words, you have a lot of content. And so selling has changed in the sense that we have informed consumers.

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We have sales. People have to be domain experts in what we d’oh my domain experts, I mean not just know your product, know their market and also, you know, their client slash marketplace what they’re going through. And I think that’s important. Understand, Reuben that, you know, that’s what’s really changed in the market. So when we’re trying to connect, it would just keep using that word leverage. That word on this one

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is that you know what customers want is for you to help them. I always say they want insight, information beyond the obvious. Tell me something I don’t know. Here’s the irony, though.

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You would think that consumers having access to all this information would make them not need a sales person.

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I strongly believe that for the first time in a long time, the sales person, the true domain expert, is more valuable than ever. Why there’s so much information out there, Ruben, that people are just confused. There’s something called buyer’s remorse. Buyer’s regret. Rather, buyer’s remorse is when you regret buying something I