2017 - Tyson Group

Use The Impact Statement To Show You Mean Business

Getting Your Buyer’s Attention With The Impact Statement The impact statement is a tool we recommend our clients use early in the sales process to get a prospect’s attention and to establish credibility. While we recommend that you establish credibility by talking with your prospect or customer about things that of interest to them, you …

Use The Impact Statement To Show You Mean Business Read More »

Can You See The World From The Prospect’s Perspective?

Sales, Sales Tips, Sales Training / By Lance Tyson

When I had my call center, I remember fielding a question from a member of my inside sales team after she finished a call. She said, “I just got off the phone with a guy who said he didn’t have time to talk because he was in a meeting. That just doesn’t make sense to …

Can You See The World From The Prospect’s Perspective? Read More »

Voicemail Messages – 3 Secrets To Getting A Response

Sales, Sales Tips, Sales Training / By Lance Tyson

Here is the question beginning sales reps ask a lot during my sales training sessions: I’ve left 25 voicemail messages and sent several emails. How do I get a response from my prospect? After mulling over the question, I have a few questions of my own: Are you trying to connect with the right person? …

Voicemail Messages – 3 Secrets To Getting A Response Read More »

4 Adaptive Selling Tactics for Opening a Sales Call

Sales Tips, Sales Training / By Lance Tyson

The Mistake New Sales Reps Make When Opening a Sales Call In our training sessions, our clients regularly ask about ways of opening a sales call. These questions typically take the form of, “I make 100 cold calls a day and nobody’s buying anything. What am I doing wrong?” or “I leave a voicemail message …

4 Adaptive Selling Tactics for Opening a Sales Call Read More »

Sports Business Journal Interviews Lance Tyson on Pro Sports Sales

Events / By Lance Tyson

“Teams struggle with all the analytical data they have and they pile it on the sales person. It slows the sales person down.” Lance Sits Down With the Crew at the Sports Business Journal Recently, Lance Tyson sat down with the good folks at the Street & Smith’s Sports Business Journal and gave them a …

Sports Business Journal Interviews Lance Tyson on Pro Sports Sales Read More »

4 Objection Tactics in Sports Biz Sales – Tickets / Premium

Sales, Sales Tips / By Lance Tyson

I’ve spent the last 20+ years working with sales teams in the pro-sports industry. While each market is unique, each team faces its own challenges, and each league is unlike the others, there are four mistakes that are universal across all pro-sports sales. Here are some thoughts and advice.

Year: 2017