Let’s face it, there’s a lot of bad sales training out there as it relates to closing skills. And that bad training leads to bad technique, but maybe even worse, bad training leads to bad mindset. It’s important to understand that flawed mindset always leads to flawed technique. Amy O’Connor shares the top ten closing myths that negatively effect sale people’s performance and the realities we should embrace in their place.

I think confidence is one of the most under-appreciated, underrated skill sets of great professionals. This is particularly true for you as a sales professional. That’s because, in the sales process, you need to have enough confidence for you and for your customer. So, how do you raise your level of confidence? You have to bring two things together…

Have you ever been to that sales meeting where they recognize the number one seller and then come down hard on everyone else? Ryan Taft has, along with most sales professionals, and those meetings are anything but fun. In this blog, Ryan explains how to transform your boring, culture-killing sales meetings into meetings your sales professionals actually want to attend.

Amy O’Connor was speaking at a seminar and a participant wrote on a review that they found her “abrasive, loud and annoying.” You can’t please everyone, right? True, so why did it affect her so deeply? She went on a mission to figure that out. Check out this blog post to learn why, and steps you should take to get past the dreaded, bad review.

Your salespeople think that they practice. But they don’t. They go to a training session and learn some new technique. Then they test drive that technique on a client in an actual sales conversation. News flash: that is NOT practice. Why? Because such practice lacks something very important: total concentration.

Customers make purchase decisions based on emotions. In fact, take emotion away and a customer literally cannot make a decision. Medical studies show that people with brain injuries affecting their emotional “wiring” were significantly less capable of making decisions. Here are three ways that you can engage your customer emotionally in order to make the purchase decision easier.

We live in a world where every second counts and it seems, if we aren’t squeezing the life out of every one of those seconds, we might be missing something. Here’s the challenge with that thinking. In a word: Burnout. So with that backdrop, here are five things you should stop doing before hitting the sack to make you the best sales person possible.

​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, and may not even buy at all. You know what this typically is? 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. So how do you close the “non-urgent” buyer?

There are times that the job of your customer is to sell someone else on why they must buy your product or service. You know what that makes you? A sales trainer, and you are charged with training that prospect on how to sell to the absentee buyer. 

​“Micromanaging is one of the best management styles in existence,”…said no employee ever. Why do managers follow this management style even though they themselves probably don’t like being micromanaged? Without getting too psychological, it has to do with a lack of trust paired with the need to control. Here are three negative consequences of micromanaging your staff.