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The One Prospecting Idea You Need to Know as a Coach

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

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

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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7 Cold Calling No-No’s You Need to Stop Doing Immediately

cold calling tips and mistakes

This post on cold calling was originally published on Dec 19, 2016  and updated on June 19, 2019.

I was reading a blog post put out by another sales trainer titled “7 Ways to Make Cold Calling Easier”. It got me wondering, where do these tips come from? Were these ideas formulated by this trainer or were his insights rehashed from basic advice you can find anywhere? Was his advice based on empirical data, or was it based on opinions from his experiences in sales? And at that moment, I had an epiphany. This wasn’t the first time I came across a basic ‘tips to cold calling’ post. And it wasn’t the first time I was turned off by an article like this.

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3 Quick and Easy Steps to Achieving Sales Success

keys sales success tyson group

Sales Wisdom I’ve Discovered in my Career

Throughout my time in sales, I’ve researched numerous complex theories, process descriptions, tactics, and strategies. In addition to these, I have also come across a number of quips from sales gurus who try to encapsulate sales success in a simple phrase that can be easily understood, even by a 5th grader.

For example, Zig Ziglar was famous for saying, “Either you’re green and growing or you’re ripe and rotten.”

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How to Overcome the Mistakes of the Old Sales Closes

tyson group update on effectiveness of sales closes

Previously, we reviewed a few of the classic sales closes and how they don’t work in our current sales environment. There are two other classic closes that we should review to understand how they fit into our new global sales environment.

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The Best Way to Close the Sale – Just Do It!

close the sale nike just do it

To close the sale, you don’t need special skills. Now, back in the day, companies trained specifically on the sales close. In fact, some companies had sales manuals dedicated to special closing tactics. There were even sales training programs that focused on special closing techniques.

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Secrets of the Sales Close You Need to Know

the sales close is like landing a plane

In the last post, I recounted a study from Mutual of Omaha that examined and challenged this myth about the sales close.

If you recall, out of 1,000 really good leads who were poised to say “yes” to the deal, only about 7% closed because the salespeople didn’t ask for the sale.

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Why ‘Maybe’ Is The Worst Sales Response You Can Get

why maybe is the worst sales response you can get

This post on sales responses was originally published on Oct 21, 2016  and updated on May 15, 2019.

When we get our prospects to clarify their objections, we want to get them to specifically identify the problem or challenges they are finding with our solution.

Remember, our overall goal is to get the prospect to say something. You’ve got to get them to say either yes, no, or maybe.

And for the record, maybes suck. Continue reading

Overlooked Secrets to Resolving Sales Objections

resolving sales objections using cushions

In the last post, we reviewed three steps to resolving sales objections and in doing so, we brought the sales process closer to achieving a commitment. Those 3 steps were:

  1. Remind them of their need.
  2. Remind them that your offering addresses their need.
  3. Create a colorful description of them experiencing the benefits provided by your offering.

Now, here’s the kicker when resolving sales  objections: The more specific the objection you’re facing, the better chance you have of resolving it!

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