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Episode #143: Urgency in Sales with Amy O’Connor

In This Episode of The Buyer’s Mind with Jeff Shore:

Amy O’Connor talks with Jeff about the importance of urgency in sales.  Personal urgency which is when there is something missing in your life that you need. Then there is circumstantial urgency, what you miss out on if you don’t purchase today.  Circumstantial urgency is only powerful once you establish personal urgency in the sale.

Topics we’re going to cover on today’s podcast:

[1:14] The urgency of concert tickets – FOMO

[6:20] Personal vs. Circumstantial urgency

[9:56] The abuse of circumstantial urgency in sales

[12:59] Avoiding the yielding tendency in the sale

[18:20] Impulse buyers vs. deliberators

[21:31] The power of emotion to overcome objections

[25:35] Pressure vs. Doing The Right Thing for your customer


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More about our guest Amy O’Connor:

Having worked hand-in-hand with seven of the top ten homebuilders in the U.S. – as well as private and regional builders reaching into Canada – Amy offers a wealth of real-world expertise on coaching and motivating new home sales professionals. Amy’s audiences describe her infectious energy and passion as “exciting”, “motivating”, and “captivating”.

A member of the National Speaker’s Association, Amy also holds a Masters in Organizational Communication from Wake Forest University.

Links from today’s podcast:

Amy O’Connor

Buying the Experience: Real Life Lessons About the Way Real People Buy Homes

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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.