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If You Don’t Buy In, Why Should Your Prospect?


Build a Strong Sales Team by Igniting Enthusiasm

Equally as important as what we present, how we present ties into credibility and believability of any high-performing sales team. Like it or not, business is like high school on steroids. Prospects are going to judge you on how you look, how you dress, how you present yourself, how you communicate, how you deal with people. The last thing people will judge you on is who you are as an individual. It’s a shame, but that’s just the way it is. …

Want More Sales? Sell Less

improve sales merics by targeting solutions

Increase Sales Metrics by Targeting Solutions

A buyer’s inherent objection that all high-performing salespeople deal with is doubt. I don’t mean doubt in the salesperson’s abilities or solution necessarily, though that certainly is a real factor. I’m talking about the buyer, the prospect, the patient, doubting whether or not they even have an issue that needs solving, a gap that needs filling. Be mindful, change is hard. At the end of the day, we as salespeople often sell change.

Oh Yeah? Prove it!

use evidence for sales effectiveness

Drive Sales Effectiveness by Using Evidence

Once a salesperson has diagnosed the buyer’s problem correctly, he or she needs to present the right prescription in such a way that it persuades the buyer to see value in the solution or opportunity. A high-performing sales team knows they need to gain the high ground in order to overcome doubt quickly and effectively. And what inherently overcomes doubtEvidence.

Dial in on the Diagnosis

sales diagnosis methodology

Improve Sales Metrics by Confirming Your Prospect’s Needs

While you are browsing the new and used models on a car lot, you typically have your buying criteria in mind and the reason you’re buying a car. Maybe that reason is to get to work, or to taxi your family around town. You also have absolutes—a certain budget, plus a list of must-have features.

Never Tell a Prospect Their Kid is Ugly

asking questions to make your idea their idea

Drive Sales Effectiveness By Making Your Idea Their Idea

Have you ever been at a nice restaurant with people you wanted to impress, so you order a fine Napa Cabernet only to have the sommelier suggest an alternative bottle? There’s that moment of sheer panic when they select something way out of your price range, though it’s too awkward to address at the moment. A good salesperson would have read the situation and brought out a comparable bottle. A bad salesperson might take the opportunity to stick you with a $400 Merlot that has been sitting in the cellar for twenty years.

Put Salt in Their Oats

sell to a gap and jump to closing the deal

Drive Sales Performance Metrics by Selling to a Gap

I recently started working out again, so I decided to seek out a gym. As I weighed Lifetime Fitness vs. the local rec center, the options were overwhelming. So, I sat down with the GM of Lifetime Fitness and he said, “Can I ask you a few questions before I give you the tour?”

Yes, There Are Stupid Questions

ask directional questions not stupid questions - tyson group

Gain High Ground with Directional Questions to Improve Sales Performance Metrics

You don’t find your way to the Apple Store by mistake. You went there for a reason. If you make your way onto a car lot, you didn’t just wander there by accident. But the first thing most salespeople ask is: “Can I help you?”

Sell Them a Hole

Encourage Sales Talent to Think Through The Prospect’s Mind

When you are doing a little do-it-yourself project on the weekend and you find you need to make a quarter-inch hole in the wall, you go to the hardware store. Why? Are you buying a quarter-inch drill bit, or are you really buying a quarter-inch hole? What the hell do you need a quarter-inch drill bit for unless you need the quarter-inch hole?

Have Them at Hello

Encourage Sales Starters to Build a Strong Sales Team

Getting a two-way conversation going is crucial to increase sales effectiveness, and questions are a great way to do it. Let’s talk about Sales Starters. One time I was with one of my new hires, Ellen Valudes, at a meeting with a VP at Comcast. Sometimes pleasantries can take over a meeting, but Ellen is very gregarious and powerful communicator and I had coached her on that earlier.

It’s Not All About You

Learn To See Through Your Prospect’s Eyes To Increase Sales Performance Metrics

When I had my call center, I remember fielding a question from a member of my inside sales team after she finished a call. She said, “I just got off the phone with a guy who said he didn’t have time to talk because he was in a meeting. That just doesn’t make sense to me! Why would a decision maker stop their meeting to take a call only to say, ‘I don’t have time to talk’?”

Unleash the Potential of Your Sales Team 

Help your salespeople lead masterful sales conversations, build their pipelines, resolve rebuttals, increase win rates, negotiate the best agreements, and drive growth for strategic accounts with Tyson Group sales training and performance systems.