How can you impress your customers? Amy O’Connor recommends getting back to the basics! In this video Amy suggests 3 tried-and-true ways you can stand out as a sales professional.

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.

Have you ever missed out on a sale because you believed there was no sale to make? Ryan Taft has, and it lost him the sale. Now he’s using his experience to teach us how leverage our beliefs so we don’t miss out too.

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.

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.

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.

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”.

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.

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.

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.