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.

Mastermind groups are like-minded individuals who come together on a regular basis to share ideas, frustrations, best practices, etc. At times they are organic and self-led, but more commonly they are paid programs. I believe very strongly in the concept, strongly enough that I am a part of four different mastermind groups. What mastermind groups are you a part of?

You’ve probably heard the old saying “come to the meeting to get your beating!” Not good. But, what if you could change that paradigm? What if you turned your weekly sales meetings into a weekly sales rally. Doesn’t that sound better? And it’s not just a play on words. Here are 5 ways to rock your next sales rally.

When a buyer wants to cancel, sometimes it is for legitimate reasons and other times the reason for canceling is due to plain old fear. Your job is to diagnose which it is. If you uncover a fear-based reason, you have a shot at getting the buyer back on track to achieving their original mission. Here are six steps Ryan Taft has to getting the sale back on track.