Greg Kish, Vice President Sales & Service with Legends at LA Stadium & Entertainment District at Hollywood Park Q: Tell us about the work you do with Legends A: Legends has been fortunate enough to partner on the most ambitious projects in the history of sports and entertainment. My role is being a …
Case Study Reveals Sales Training Ideas That Will Impact Your Bottom Line Read More »
The Myth of the Legendary Sales Closer When we conduct our sales training, a mindset we like to adhere to is that there are no special skills in closing deals. In a different article, the Myth of the Perfect Closing Script, I conveyed my dismay
A question I often get in my consultation sessions is, “Bob’s not motivated. What’s the best way to motivate Bob to get out there and sell more?” Well, I don’t know if there’s a best way to motivate sales people because I actually don’t believe motivation is an outward force. It’s not something you do …
Here’s an interesting point I noticed in my trainings. When it comes to objections, salespeople do their best to avoid them. Overall, sales reps are usually looking to find things that are contribution-biased, things that are in their favor. They really hate to bring up objections. So most sales reps don’t even bother asking for …
This article on how to close business was originally posted on September 9, 2019 by Lance Tyson in SellingPower For sales professionals, there is perhaps no single word more enshrouded in mystery than “closing.” If you check out the descriptions for sales jobs, you’ll find that companies are always looking to hire closers. There’s a …
How to Close Business in a Complex World: Bring It in for a Landing Read More »
This article on sales objections was originally posted on July 8, 2019 by Lance Tyson in SellingPower We’ve all had experiences when we felt a sale was going pretty well, and we felt the momentum gaining. Then, out of the blue, brake lights. Everything comes to a screeching halt. A prospect will suddenly tell you …
This article was originally posted on May 1, 2019 by Lance Tyson in SellingPower I recently made a visit to the orthopedic surgeon to check in on a shoulder issue. I didn’t walk in the door wanting to sign up for surgery. After spending a bit of time in the waiting room, I was led …
This article was originally posted on March 25, 2019 by Lance Tyson in SellingPower I’m addicted to my Fitbit. It keeps my diet on track, helps me work out longer and more frequently, and basically keeps me on my game regardless of whether I’m at home or on the road.
Here’s a revelation about the sales process from our Director of Technology, followed by a few ideas on leveraging the power of rapport and becoming a valuable asset.
In a previous post, we talked about a powerful tool salespeople can use to open their sales calls. That was the Impact Statement. Today, we’re going to look at another tool you can use to take control of your sales calls. This is the Why Speak Statement.
Build a Strong Foundation for Opening Your Sales Call With the Sales Impact Statement In a previous post, we introduced the concept of the sales impact statement and on using that tool to focus the opening of your sales call. Remember,
Sales reps are still being taught old school tactics that don’t work in today’s digital business environment. In a previous post, I reviewed how the much maligned cold call has become ineffective because of the outdated practices still being used to execute them. The same can be said for opening a sales call. If you …
When Opening a Sales Call, You Need to Stop Doing These 2 Things Read More »
This post on the sales process was originally published on Aug 28, 2017 and updated on Aug 7, 2019. Here’s a question you need to ask yourself about your sales process: If my salespeople could get in front of more qualified buyers, how much more could they sell? In all of my training sessions and …
Boost Opening Your Sales Process with Technology Read More »
In a previous post, we talked about the cushion. It’s one of the communication tools you must develop if you want to dominate resolving objections. Another communication tool you’ll need to develop are your listening skills.
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