March 2019 – Tyson Group

Did You Verify Your Prospect’s Buying Signals?

Here’s something I noticed about good salespeople. During their presentation, in particular when they are delivering their prescription to address the challenge, a good salesperson will have the awareness to recognize buying signals, warning signs, and objections. It’s these signals that will lead us into the next phase of the sales process, the dialogue.

Sales Presentation Factors for Persuasive Prescriptions

Presentations, Sales / By Lance Tyson

In a previous post, we looked at a few requirements to move the sale forward. We need to get into the prospect’s mind and answer 5 questions. We must also supply evidence to back up our claims. And we must provide third-party validation to ease the prospect’s concerns.

Sales Training Exercise – Don’t Let a Sales Objection Stop Your Process

Sales, Sales Performance, Sales Tips / By Lance Tyson

As salespeople, one of the challenges we have when encountering a sales objection is we tend to react in the moment. Now, don’t get me wrong – I’m all for flexibility and spontaneity. In fact, I think salespeople need to be more spontaneous and flexible. However, when someone puts forth an objection, you have to …

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5 Questions You Must Answer When Presenting Relevant Evidence

Sales, Sales Performance / By Lance Tyson

Presenting Relevant Evidence Back in a previous post, I outlined a sales call where the sales rep, after performing his diagnostic session, removed all documentation off the table, presented relevant evidence, and focused on the one solution that was going to address my challenge. I emphasize the fact that he removed all documentation off the …

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Sales Training Exercise – Your Sales Close Depends on Achieving This

Sales, Sales Tips, Sales Training / By Lance Tyson

In the good-old-days, sales was all about the sales close. In fact, corporate sales teams had manuals stocked with various phrases and tactics their sales reps could use to close the deal. They had the Ben Franklin close, the Puppy Dog close, the Assumptive close, the Columbo close, the Now or Never close…

Month: March 2019