Not all moments in the selling process are created equal. Some moments are more critical than others if we are going to effectively persuade our prospective buyers. There are three key moments that we must get right. Get these moments right and watch the sales coming steaming in.

Selling is influencing. Selling is persuasion. And persuasion translates into higher conversion rates. It stands to reason, therefore, that the words and phrases you choose to influence and persuade your buyer will either help your conversion rates or hurt your conversion rates. Here are four phrases that aren’t doing you any favors.

Ah, the brand new sales person! Your infinite exuberance never fails to inspire me! I find you often fervently searching for new sales techniques but also the right mindset to achieve sales success. Most of the articles I read from other professional sales bloggers speak to seasoned sales professionals. So sales newbies – this one’s for you! Read on for the very best advice I can offer you.

Do you ever find yourself saying something like this: “Why won’t my sales prospects call me back? I keep following up, and I hear nothing from them. What am I doing wrong?” The answer to this perplexing and frustrating question is usually found in one or more of the following four reasons:

​Here’s Amy O’Connor’s brilliant idea for dealing with “I’m just looking”. Are you ready? Stop prompting your customer to say it in the first place. Brilliant, right? I know! But wait, there’s more. When you hear “I’m just looking”, that’s your cue to launch into this four-step pattern:

​Proper influence and persuasion is about making it easy for people to do what is in their best interest to do. Our job in sales is to help people achieve whatever mission they are on. The best helpers are the most successful sales people. How do you know how to become more helpful? Amy O’Connor says to focus on these three character traits.

When a buyer wants to cancel, sometimes it is for legitimate reasons and other times the reason for canceling is based on a catastrophization in the buyer’s mind. Catastrophization stories may seem ridiculous to us, but in the buyer’s mind they are very real and therefore must be taken seriously.

There are two positives to keep in mind about buyer’s remorse: One, it is predictable, and two, it’s a normal part of the buyer’s journey. Unfortunately, a buyer regretting their purchase decision catches too many salespeople off guard, and therefore they do not handle the situation properly.

All leaders set out with the best intentions. They all desire greatness. No leader ever wakes up in the morning and says “boy, I hope I really screw up this leadership thing today.” So what separates the greats from everyone else? In Amy O’Connor’s extensive study, she’s found there are four primary pillars that all great leaders embody.

Buyer objections are a challenge. They sometimes make salespeople feel antsy, panicky, defensive or even annoyed. And when the salesperson experiences any of these negative emotions it often shows up in their nonverbals. Here’s the big problem, buyers pick up on these (sometimes not so subtle) cues.