Emotions in the Buyers Journey

How Do Emotions Come into Play in Your Buyer’s Journey?

There is a psychological value attached to any product or service. How that value translates into dollars is difficult to measure, because the subjective nature of a customer’s “want it” factor is all over the map. What a customer is willing to pay is a direct reflection of their emotional altitude. Great salespeople have a way of maximizing that emotion.

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[FREE WEBINAR] 5 Coaching Hacks To Help You Maximize Your Impact

Are the daily demands of the job pulling you in 10 different directions at the same time? Is it increasingly difficult for you to find time to do what really matters: coach your salespeople? Join me for my FREE Webinar on July 12, at 12:00pm PST/3:00pm ET, and I will teach you five coaching hacks to help you maximize your impact.

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Overcoming objections

Creative Ways For You to Overcome Objections – Part 5

So you’ve done everything you can, but you just couldn’t overcome that one gnarly objection. Alas, your customer purchased somewhere else. What do you do now? How do you recover? It doesn’t have to be a total loss. Here’s how to recover and even benefit from lost sales.

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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.

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Overcoming objections ladder

Creative Ways For You to Overcome Objections – Part 4

There is no such thing as perfect – ever. When I’m buying a product, I am subconsciously seeking to determine my acceptable level of compromise. The bottom line is that everyone compromises. As a salesperson you must help your customer navigate between their “must have” and “nice to have”.

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First Day on the Job

5 Leadership Lessons Ryan Learned His First Day on the Job

It was Ryan Taft’s first day in new home sales. There was a sales meeting that day to motivate and educate them on how to sell better. He thought, “Perfect! I love learning.” And while his sales leader taught him some valuable lessons, they weren’t the lessons he was going for.

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Overcoming objections idea

Creative Ways For You to Overcome Objections – Part 3

In this third part of my overcoming objections blog series, I introduce a method I call the What Would You Do? technique. This involves intentionally guiding your customer down a path where they process and solve their own objection. That’s a far more powerful and influential solution than anything you could come up with.

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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.

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Overcoming objections wall

Creative Ways For You to Overcome Objections – Part 2

There is a powerful tool that sales professionals can use to overcome customer objections: Social Proof. The principle of social proof states that people want to do what people like them want to do. When a customer comes to us with an objection, the testimonies of previous buyers are an extremely powerful way to overcome that objection.

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