The Best Way to Close the Sale – Just Do It!

close the sale nike just do it

To close the sale, you don’t need special skills. Now, back in the day, companies trained specifically on the sales close. In fact, some companies had sales manuals dedicated to special closing tactics. There were even sales training programs that focused on special closing techniques.

Continue reading

Secrets of the Sales Close You Need to Know

the sales close is like landing a plane

In the last post, I recounted a study from Mutual of Omaha that examined and challenged this myth about the sales close.

If you recall, out of 1,000 really good leads who were poised to say “yes” to the deal, only about 7% closed because the salespeople didn’t ask for the sale.

Continue reading

Why ‘Maybe’ Is The Worst Sales Response You Can Get

why maybe is the worst sales response you can get

This post on sales responses was originally published on Oct 21, 2016  and updated on May 15, 2019.

When we get our prospects to clarify their objections, we want to get them to specifically identify the problem or challenges they are finding with our solution.

Remember, our overall goal is to get the prospect to say something. You’ve got to get them to say either yes, no, or maybe.

And for the record, maybes suck. Continue reading

Overlooked Secrets to Resolving Sales Objections

resolving sales objections using cushions

In the last post, we reviewed three steps to resolving sales objections and in doing so, we brought the sales process closer to achieving a commitment. Those 3 steps were:

  1. Remind them of their need.
  2. Remind them that your offering addresses their need.
  3. Create a colorful description of them experiencing the benefits provided by your offering.

Now, here’s the kicker when resolving sales  objections: The more specific the objection you’re facing, the better chance you have of resolving it!

Continue reading

Tyson Group selected as a Finalist for Excellence in Sales Training

Tyson Group selected as a Finalist in the Sales Training Category by the IES 9th Annual Sales Excellence Awards

IES Finalist for Excellence in Sales Training

We are excited to announce that Tyson Group has been named as a finalist for the IES 9th Annual Institute for Excellence in Sales (IES) Awards in the Sales Training category . Continue reading

3 Steps to Resolving Objections and Winning the High Ground

resolving objections and negotiations in the sales process

Here’s a tip I’ve learned in my travels through the sales landscape – words matter! The words you use help frame the situation. And how you frame the situation will either expand or limit your options in resolving objections and mastering negotiations.

Consider the negotiation process. There’s plenty of phraseology out there that highlights “battling” an objection. Now, if I’m trying to do business with you, I don’t know if we are necessarily going to do battle. I think the wiser choice is to first find out where we both agree. Continue reading