Lance Tyson

The Prospect’s Buying Process – Leverage Powerful Insights

The Specific Interest Statement in the Buying Process To make the right diagnosis, the salesperson must align their sales process to the prospect’s buying process. The salesperson accomplishes this by making interim summaries throughout the process. For example: “Based on what you’re saying, you’re looking to address your number one or number two interest, and …

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Buying Motives – Rocket Fuel for Your Sales Process

Before we jump into buying motives, let’s revisit our doctor’s office analogy for a quick update. When a doctor starts asking questions to diagnose the situation, the questions he or she asks are simple at first. They are based on their own general historical experience and their own historical knowledge of you. For example, “What’s …

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Anatomy of a Sales Call: Tailor Your Sales Process to Their Buying Process

Here’s an example of a retail sale that shows how evaluation and diagnosis both require the salesperson to get in the head of the prospect and tailor the sales process to the prospect’s buying process. Not long ago I attended a U2 concert at Hard Rock Stadium in Florida with my family. We were down …

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