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When Opening a Sales Call, You Need to Stop Doing These 2 Things

Posted on | by Lance Tyson | Leave a Comment on When Opening a Sales Call, You Need to Stop Doing These 2 Things
smart phone opening a sales call tyson group

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 In a previous post, I reviewed how the much maligned cold call has become ineffective because of the outdated practices still being used to execute them.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 want to to be effective when opening a sales call, you need to drop the old-school behaviors that some organizations are still teaching.  Here are two examples of behaviors you need to stop right now when opening a sales call.

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How to Sell Like a Professional in Today’s Environment

Posted on | by Lance Tyson | Leave a Comment on How to Sell Like a Professional in Today’s Environment
tyson group sales podcast sales game changers

Sales Game Changers Podcast Episode 171 features Lance Tyson

What does it take to succeed in today’s complex sales environment? What do you need to break into the top 10% or even 20% when selling premium suites for national sports franchises, or big-ticket luxury items, or top end experiences and events?

In this episode, Fred Diamond, host of the Sales Game Changers podcast, runs through a variety of questions like these with Lance Tyson, CEO of Tyson Group, and author of Selling is an Away Game. If you want tips that will put you on the field of play and supercharge your sales game, then put in your earbuds, buckle up your seat belt, and get ready for a rapid-fire one-on-one that will change how you approach developing your sales team as well as your career. 

You can find Fred Diamond’s Sales Game Changers podcast here. Give it a listen today.

Boost Opening Your Sales Process with Technology

Posted on | by Lance Tyson | Leave a Comment on Boost Opening Your Sales Process with Technology


sales process technology tyson group

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 I could get in front of more qualified prospects, how much more could I sell?

In all of  my training sessions and sales activity over the years, here’s something I’ve noticed:

Most companies are product and service heavy, but sales process poor. If you look at the typical training programs a company puts its people through, you’ll see a lot of attention given to product and service education, product positioning, etc. A lot less attention will be given to the actual sales process, which involves organization skills, communication skills, and prospecting techniques, to name a few.

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6 Simple Tactics That Will Boost Your Listening Skills

Posted on | by Lance Tyson | Leave a Comment on 6 Simple Tactics That Will Boost Your Listening Skills
listening skills for resolving sales objections

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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How to Tell Genuine Sales Objections from Insidious Put-Offs

Posted on | by Lance Tyson | Leave a Comment on How to Tell Genuine Sales Objections from Insidious Put-Offs
sales objections put-offs fingerprints

Here’s a question about sales objections I encountered a lot when we did lead generation work:

I keep running into objections before I even have a chance to introduce myself. What is the best way to overcome “I’m too busy,” “I do not have time” or “Call back in two months?”

One of the challenges we face with sales objections is knowing when we have a bona fide objection as opposed to the prospect simply trying to get rid of us. 

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How to Use the Verbal Cushion in Resolving Sales Objections

Posted on | by Lance Tyson | Leave a Comment on How to Use the Verbal Cushion in Resolving Sales Objections
verbal cushions sales objections tyson group

When you’re in the field, your sales activity requires the use of various communication elements, like the verbal cushion. To be effective in sales, you need to know how to communicate with your prospect. However, you also need to be adept at using the various communication elements at your disposal.

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The One Prospecting Idea You Need to Know as a Coach

Posted on | by Lance Tyson
spiderweb creating a network for prospecting in a company

Salespeople pursuing a single point of contact when prospecting is like an engineer designing a system with a single point of failure. One mishap and your whole project crashes!

When Prospecting, Don’t Create a Single Point of Failure

My director of technology once told me about an experience he had in the early creation days of our call center. He said he had called into a local manufacturing company and was hooked up with the director of sales. He had done everything right, moving the relationship towards selling a set of training programs for the company’s sales team.

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6 Powerful Ideas That Will Make You a Master of Cold Calling

Posted on | by Lance Tyson
cold calling tips tyson group phone and notes

This post on cold calling was originally published on Oct 6, 2015  and updated on June 26, 2019.

When making cold calls and opening sales calls on the phone, you need guideposts, touch points of some kind to help guide your interaction.  Now, some sales trainers would say you need a script when cold calling. However, I think a cold calling script is too rigid. A sales rep must be flexible and address people where they find them mentally and attitudinally, not where the script says your prospect should be. 

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Get the Secrets to Effective Prospecting this year at ALSD

Posted on | by Lance Tyson | Leave a Comment on Get the Secrets to Effective Prospecting this year at ALSD
prospecting sales training ALSD conference

One of the main points we make in our training and coaching is that throughout your sales process, from prospecting to close and beyond, you have to be able to get out of your head and see things from your prospect or client’s perspective.  

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