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.

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.

Of course you want to impress your customer. That goes without saying. The challenge is you may have learned techniques from past sales trainings that could be keeping you from impressing them and actually causing customers to want to run from you! Watch this video from Ryan Taft to find out more.

I’ve been in the sales world a long time. And one of the things I enjoy the most is working with salespeople on how to help their customers overcome purchase objections. First of all, we need to understand that a customer without an objection is not a customer at all. Having an objection means the customer is engaged in the purchase process.

From the consumer’s perspective, making a buying decision can feel like mental gymnastics. Buying is often confusing and overwhelming. Enter the sales hero – a sales professional who senses the distress and saves the day. To be a sales hero, you must help your customer achieve clarity and certainty in three critical decision-making areas.

What is your first thought when you hear the word “closing?” Unfortunately, too many salespeople have negative thoughts about this fundamental part of the sales process. Here are 8 truths about closing that will radically affect any negative “juju” you may have about closing

What do you do when a customer can’t see the big picture? Ryan Taft suggests you literally show it to them! Help your customer visualize the end result, and make a more confident purchase decision.

We all know that buyer’s remorse is a very real phenomenon. Buyer says yes. Buyer walks away. Buyer has second thoughts. Buyer backs out. But why? Why did the customer back out? What was really going on inside her/his brain? Let’s start by looking at the psychological anatomy of a healthy sale.

We all want more sales, but we often get so caught up with chasing our desired results that we forget to focus on the behaviors that will get us there. Focus on the right behaviors and the right results will naturally follow. Amy O’Connor shares with us the top six behaviors that will win you the additional sales you desire!

A customer asks about getting a deal… and you get defensive. In this scenario we see both a trigger and a response. The trigger is unavoidable; the response is entirely up to you. That premise comes from the work of psychologist Victor Frankl, and he suggests that between stimulus and response lies a choice. We cannot always control the stimuli, but we always control the response.