Coaching from the front lines: Lance Tyson talks fundamentals of sales

Do you ever wonder what goes on in the mind of a top sales performer?

Ever stop to think about how they are able to generate outstanding results even in tough markets and hard times?

In this interview with XL North, I break down how to maintain and grow a reliable sales funnel, regardless of industry. As buyers and prospects are flooded with information from a variety of channels and sources, it is critical that the salesperson is able to understand the buyer’s market and add value to every conversation. It is important that you are comfortable asking tough questions to truly understand your prospect to add the most value, even down to understanding what they mean by “price” and “cost”. It is crucial to understand what the real objection is and address the true concern, which will help you become more valuable to your client.

A lot of salespeople think that technology will make connecting with their clients and prospects easier, but I believe that a lot tools used by salespeople are one-way. Instead of building a relationship with rapport and understanding, sales professionals are using the tools to simply acknowledge events and milestones. At the end of the day, “sending is not selling”. A true professional is focused on delivering results, and the only way to get better is to keep pipeline-building activity high.

I have worked with some of the best organizations across a variety of industries on how to maximize every sales opportunity, from opening a conversation with a prospect, to negotiations, all the way through closing the deal. In this interview with XL North, I highlight some of the key areas I coach, including: budget, technology, pipeline, and self-improvement. Get a glimpse of how the top brands handle their sales funnel, and what you can start implementing in your own pipeline today!

Read the “Interview with Lance Tyson, President & CEO, Tyson Group”.