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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’?”

Cop an Attitude

sales attitude of grit and determination exhibited by runner

How Grit and Determination Underpin Sales Effectiveness  

There’s an exercise I like to do with management teams and salespeople in which they list attributes that would make their replacements successful. “If you had to hire somebody for your job and would get a bonus of 20 percent of your salary, what are things you would hire on?” I ask. They make a list of twenty or thirty things. But it comes down to three broad categories. At least 60 percent of success is based on attitude—things like grit, endurance, and perseverance. Another 20 to 30 percent revolves around skills like goal-setting and communication. The rest comes down to knowledge of basic theories and education.

Fake it Until You Feel it

tyson-group-exhibiting-humility-builds-sales-eq

Adopt and Express Humility to Increase Sales Effectiveness  

Are you the kind of sales leader who often thinks: “I’m constantly dealing with idiots”? I get it, sometimes it can feel like you’re working on an island managed by six-year-olds. With that perspective, however, it’s likely that not only prospects, but your sales team, will view your self-assured behaviors as arrogant, forceful, and incapable of admitting mistakes. Climbing the organizational ladder requires an extraordinary degree of self-belief, which up to a certain point is seen as inspirational. Yet the most-effective leaders are the ones who don’t seem to believe their own hype. Instead, they come across as humble. 

There’s No Crying in Sales

high performance sales team sales eq

A Shift in Attitude and Behaviors is Key to Building a High-Performing Sales Team

Does someone on your sales team wear their heart in their sleeve? While a certain level of openness, transparency, and vulnerability can be a good thing and are all signs of a high sales EQ, too much unfiltered expression can work against you. Passion and intense enthusiasm can easily cross the line to become moodiness and outright excitability when the pressure’s on. Nobody likes a crybaby. And in the business world, those who become particularly disappointed or discouraged when unanticipated issues arise are viewed as undeserving of a seat at the grown-ups’ table.

It’s Not All About You

assessments provide feedback, self awareness, and sales eq

Taking an Other-Centric Approach to Increase Sales Performance Metrics

Have you ever wondered why people sometimes form inaccurate impressions about you? Do they rush to judge you too quickly? This limited view we have of ourselves, and of others judging us only on what they see of us is called the Iceberg Effect. It’s based on our perception of who we are (identity), and of how others see us (reputation).

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.