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The One Key Ability You Need For Building Rapport

key skill for building rapport in sales

In our programs, when we talk about building rapport, most people think of the NLP process that involves mimicking a person’s behaviors and speech. They think that somehow, doing this will magically give them the upper hand in talking with people.

Don’t get me wrong. That stuff enhances the communication process. However, when we talk about building rapport in the sales process, I want you to focus on one thing. …

10 Ideas You Need To Streamline Your Next Sales Meeting

holding an effective sales meeting

In a previous post, we reviewed some guidelines for conducting an effective meeting. Now, when you consider that most executives spend an average of 23 hours a week in meetings, you want these events to be as efficient as possible. You want to get the most out of your meeting while expending a minimum of resources.

Also, consider the cost of holding a meeting. In order to conduct your meeting, you need a room with presentation resources. So you have the cost of the room and the cost of your time to set it all up and break it down. …

9 Guidelines for Conducting Effective Meetings

leading effecitive meetings

9 Guidelines for Conducting Effective Meetings and Solving Challenges

In reviewing some of my notes from past sessions with clients, I came across these ideas for leading effective meetings.

I’ve used these ideas to lead my team to address specific challenges, problems, and issues we faced as a company. They have kept our meetings on point, focused on the problem, and constantly moving forward to identifying a solution.

However, you can easily use these ideas in a sales meeting with a client to overcome an objection. Or perhaps to help a customer through a post-sales issue with your product. …

Use The Impact Statement In Sales To Show You Mean Business

impact statement in opening the sales call

Get Your Buyer’s Attention by Using the Sales Impact Statement

The impact statement is a tool we recommend our clients use early in the sales process to get a prospect’s attention and to establish credibility.

We recommend that you establish credibility by talking with your prospect or customer about things that of interest to them. But you won’t establish credibility with your prospect by talking about items you find in their office. While commenting on pictures or artifacts found in a prospect’s office was a popular tactic back in the 50’s and 60’s, they won’t give you much traction in today’s business environment.

Voicemail Messages – 3 Secrets To Getting A Response

Getting Voicemail Messages Returned

Here is the question beginning sales reps ask a lot during my sales training sessions:

I’ve left 25 voicemail messages and sent several emails. How do I get a response from my prospect?

After mulling over the question, I have a few questions of my own:

  • Are you trying to connect with the right person?
  • Is the product/service you are offering a good match for what the company does?
  • Are your sales processes and techniques a match for their environment?

4 Adaptive Selling Tactics for Opening a Sales Call

Opening The Sales Call using Adaptive Selling tactics

The Mistake New Sales Reps Make When Opening a Sales Call

In our training sessions, our clients regularly ask about ways of opening a sales call. These questions typically take the form of, “I make 100 cold calls a day and nobody’s buying anything. What am I doing wrong?” or “I leave a voicemail message whenever I don’t reach someone. How come no one ever returns my calls?”

The answer to questions like these can be almost anything, from the type of phone they use to the time of day. However, here is how I usually respond to these questions to insure our discussion has the right focus: …

Sports Business Journal Interviews Lance Tyson on Pro Sports Sales

“Teams struggle with all the analytical data they have and they pile it on the sales person. It slows the sales person down.”

Lance Sits Down With the Crew at the Sports Business Journal

Lance Tyson CEO PRSPXRecently, Lance Tyson sat down with the good folks at the Street & Smith’s Sports Business Journal and gave them a candid one-on-one, touching on some of the pain points facing sales management in the professional sports and entertainment segments. …

5 Steps to Buying Sales Training

climbing steps of training success

Around 18 months ago, we published an article on how to purchase sales training. There, we described the three factors you should take into consideration when buying sales training: content, process, and methodology. I began thinking about all this in early 2000 when I met a sharp HR executive who reminded me she bought millions in training each year — and promptly told me how to sell it.

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.