Author: Amy O'Connor

Self managing team

3 Steps to Creating Your Self-Managing Sales Team

“A self managing sales team? Come on. You gotta be kidding me. Do those really exist? Is it possible for my team to become self managing?” Yes and yes! Amy O’Connor shares with us the three steps to creating a self-managing sales team.

Read More

Win the Toss-Up Sales

How The Best Salespeople Win “Toss-Up” Sales

Ah, the toss-up sale. This sale is up for grabs and could go in a variety of different directions. These sales are your 1+ sales. They put you over the top in both your sales quota and your earning potential. Amy O’Connor shares with us how to win the toss-up sale.

Read More

Rejection

Dealing with Rejection When You Lose the Sale

Hearing ‘no’ from a buyer when we ask a closing question is never fun. It can even feel an awful lot like personal rejection, and we often take it personally. Amy O’Connor shares how to shake it off and focus on the next opportunity.

Read More

Non Urgent Customer

3 Closing Techniques for Your “Non-Urgent” Buyer

It’s every salesperson’s worse nightmare – the non-urgent buyer. The buyer who says they are in no rush to make any type of decision. In fact, they may not even buy at all according to them. But Amy O’Connor says that’s just B.S. – buyer strategy! It’s important to understand that the buyer’s number one strategy is to appear non-urgent in front of a sales person.

Read More

Sales Hero

3 Critical Elements to Becoming Your Customer’s Sales Hero

From the consumer’s perspective, making a buying decision can feel like mental gymnastics. Buying is often confusing and overwhelming. Enter the sales hero – a sales professional who senses the distress and saves the day. To be a sales hero, you must help your customer achieve clarity and certainty in three critical decision-making areas.

Read More

Close More Sales

7 Behaviors That Will Help You Close More Sales

We all want more sales, but we often get so caught up with chasing our desired results that we forget to focus on the behaviors that will get us there. Focus on the right behaviors and the right results will naturally follow. Amy O’Connor shares with us the top six behaviors that will win you the additional sales you desire!

Read More

Under Trained Manager

5 Signs Your New Sales Manager is Undertrained

We tend to take high producing salespeople, promote them to sales managers and give them little to no training or support. And the repercussions are oftentimes costly. Amy O’Connor shares with us the main issues that occur with under trained sales managers.

Read More

Don't Listen to 1 Percent

Don’t Ever Change Your Sales Path for 1% of Your Customers

You are a professional. Therefore, Amy O’Connor is certain you have a process – a sales path that you follow with your customers. Kudos to you. Of course are consistently looking for ways to improve your technique. There is one place she would tell you not to look for sales advice: the 1%.

Read More