In the last post, I wrote of using your questions not only to get your prospect’s attention but to also keep their interest by selling to the gap. I also wrote that your meeting is shaped by the questions that you ask, the order you ask them and how you ask them. As I’ve …
Sales Tip from Lance’s Training War Chest – Talk Like Your Prospect Read More »
In the last post, we looked at a process using questions to identify and build a sales opportunity and selling to the gap. In addition to building the opportunity, the questions your salespeople use shape their prospect’s mindset and perceptions, allowing them to achieve persuasive influence. The questions your people ask are important. …
Some Questions are Stupid – The Right Questions Yields Persuasive Influence Read More »
Do You Know What You’re Really Selling? As I addressed in the previous post, much of your success as a salesperson will hinge on an effective sales starter. Contrary to the popular belief, there is no skill in closing sales – it’s all about creating a great opening. Your opening should quickly establish rapport with …
The Secret to Closing Sales Is in Knowing What Your Prospect Wants Read More »
Use a Sales Starter to Get Your Prospect’s Attention Opening a sales call to get your prospect’s attention is no different than introducing yourself to someone of interest in your personal life. Both situations require authenticity, interest, and relevance. Beginning the conversation hinges on a good sales starter – something that captures your prospect’s …
How to Use a Sales Starter to Quickly Secure Your Prospect’s Attention Read More »
In my training sessions and consultations, I find that many salespeople focus their attention on closing tactics. However, when you open your sales call correctly, execute your sales process in an above-board manner, and you wrap all of this in an effective sales presentation, the close happens effortlessly and naturally. Check out this example, showing …
How a Sales Presentation used an Egg to Close a Financial Services Deal Read More »
How Do I Get to the C-Suite Executives of a Company? In an earlier post, I reviewed one of the most common questions I get from salespeople: how do you reach the C-suite executives of a company? It reminds me that the natural impulse for new salespeople is to look for the silver bullet that …
The consumer’s engagement in the buying process is more intense than it has ever been. With all the information available to us, it’s no wonder selling has become more and more difficult. When buying a product online, 92 percent of consumers spend time reading online reviews ahead of time and 40 percent of those consumers …
In the next couple of posts, I’ll be addressing how today’s information age has dramatically impacted the sales process. We all have more data at our disposal which means better data management. This most certainly plays a role
Every team needs a winning offense strategy. Some of the top franchises in sports turn to Tyson Group to help their sales teams move to the next level. Fenway Sports Management (large naming rights and sponsorship sales), the Dallas Cowboys (sponsorship, premium new stadium), the New York Yankees (premium space), the Boston Red Sox …
Matching Your Sales Process to Your Buyer’s Buying Process Think about the steps in your buying process when you buy something—a pair of sneakers, for instance. Something in your world gets your attention and you come to the conclusion: I need a new pair of sneakers. You start to go out and look, try a …
In my previous post I emphatically stated, prospecting is not dead! Many marketing automation companies may try to convince you otherwise, or you may have convinced yourself with all the information seemingly available at your fingertips, that you have all the data you need to make a sale. The fact is, nothing can replace actual …
Prospecting: A Practice of Persistence and Perspective Read More »
Lately, there’s been a surge of advertising saying that traditional selling is dead, that prospecting is dead. I have two words for that: fake news. But, I get it…there’s a multitude of reasons to believe prospecting is dead. At least, that’s what customer relation management (CRM) companies, or marketing automation companies, will have you believe …
In my previous post, I introduced the first three steps of my “Away-Game” selling process and how they directly mirror our experience at the doctor’s office. Each of these steps addresses some aspect of being in the buyer’s mind – which is why it is so successful for sales professionals. Previously we discussed the connect, …
There are six steps in what I call the “Away-Game” selling process: Connect Evaluate Diagnose Prescribe Dialogue Close Each of these steps addresses some aspect of being in the mind of the buyer – which is why it’s so successful. To understand how these steps play out, consider your experience at the doctor’s office. In …
Consider the Doctor’s Office: Selling as a Process of Diagnosis and Prescription Read More »
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