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LinkedIn Ain’t Selling – Insights Into Social Selling

linkedin and social selling

This post on social selling was originally published on Nov 17, 2016  and updated on Feb 13, 2019.

I often get asked to give a talk on the power of social media and how that works in the profession of sales. There’s still a lot of buzz around the topic of social selling and it makes sense with more professionals using platforms like LinkedIn and Twitter for business. But make no mistake, social media is not a substitute for strong sales skills and processes. …

The Prospect’s Buying Process – Leverage Powerful Insights

buying process gaining insights into your prospects thinking

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 that’s going to address your motivation.”

This is where the salesperson makes a Specific Interest Statement. They can apply the product or service to the prospect’s needs and appeal to both the prospect’s logical and emotional reasons for buying. …

Sales Training Exercise – Resolving Common Sales Objections

sales objections sales training exercise

In a previous post, I gave an example where I coached a member of my sales team on how to resolve common sales objections at the start of the sales process before the prospect brought them up.

Here’s a tip: If you review your past sales calls and you find you’ve repeatedly addressed a particular class of sales objections, don’t become a prisoner of hope. Don’t run through your sales process *hoping* your prospect won’t bring up that particular objection. …

Buying Motives – Rocket Fuel for Your Sales Process

buying motives are 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 your age? When was the last time you went to the doctor? How do you feel right now?”

The questions get more complicated as they proceed. Then he or she weighs your answers to figure out what problem or problems might need fixing. Then, based on their expertise, they can arrive at a proper diagnosis. …

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

tailoring your sales process to the buying process - field example buying shoes

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 in the club level and I had all these salespeople from our client, the Miami Dolphins, talking to me. That’s when I happened to notice this one guy who works there as the head of Sponsorship. …

Sales Tip from Lance’s Training War Chest – Talk Like Your Prospect

 

sales tip - talk like your prospect and ask questions like a friend

In the last post, I wrote of using your questions not only to get your prospect’s attention but to also keep their interest by selling to the gap. I also wrote that your meeting is shaped by the questions that you ask, the order you ask them and how you ask them. As I’ve said before, sales is an away game – it takes place in your prospect’s mind. So, you control the pace of the sale by getting in your prospect’s mind, focusing their attention on the challenges they face, and leading them to a place they want to be. A vital piece of this process is talking like your prospect to increase rapport. …

Some Questions are Stupid – The Right Questions Yields Persuasive Influence

 

achieve persuasive influence by asking the right questions

 

 

In the last post, we looked at a process using questions to identify and build a sales opportunity and selling to the gap.

 

In addition to building the opportunity, the questions your salespeople use shape their prospect’s mindset and perceptions, allowing them to achieve persuasive influence.

The questions your people ask are important. But so is how they ask their  questions, when they ask them, as well as how they order them. In creating their questions, they need to be cognizant of all of these factors. They want to leverage them to create a favorable environment in their prospect’s mind, conducive to moving the sale forward.

The Secret to Closing Sales Is in Knowing What Your Prospect Wants

closing sales involves knowing what your prospect wantsDo You Know What You’re Really Selling?

As I addressed in the previous post, much of your success as a salesperson will hinge on an effective sales starter. Contrary to the popular belief, there is no skill in closing sales – it’s all about creating a great opening.  Your opening should quickly establish rapport with the prospect by engaging in brief pleasantries. But, you should also gauge how to make the best use of their time. Help them see that you value your time together.  You’ll find substantial part of creating that value is understanding what your prospect really wants and why they want it.

How to Use a Sales Starter to Quickly Secure Your Prospect’s Attention

 

Use a sales starter to get your buyer's attention quickly

Use a Sales Starter to Get Your Prospect’s Attention

Opening a sales call to get your prospect’s attention is no different than introducing yourself to someone of interest in your personal life.  Both situations require authenticity, interest, and relevance.

Beginning the conversation hinges on a good sales starter – something that captures your prospect’s attention favorably. To make this happen, you can compliment a prospect on an achievement or positive quality. You can highlight a referral. Also, you can leverage statements that educate or even startle your prospect to capture your prospect’s attention. …

How a Sales Presentation used an Egg to Close a Financial Services Deal

In my training sessions and consultations, I find that many salespeople focus their attention on closing tactics. However, when you open your sales call correctly, execute your sales process in an above-board manner, and you wrap all of this in an effective sales presentation, the close happens effortlessly and naturally. Check out this example, showing when all of these items are aligned, the close happens naturally and organically. …

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.