What does it take to succeed in today’s complex sales environment? What do you need to break into the top 10% or even 20% when selling premium suites for national sports franchises, or big-ticket luxury items, or top end experiences and events?
In this episode, Fred Diamond, host of the Sales Game Changers podcast, runs through a variety of questions like these with Lance Tyson, CEO of Tyson Group, and author of Selling is an Away Game. If you want tips that will put you on the field of play and supercharge your sales game, then put in your earbuds, buckle up your seat belt, and get ready for a rapid-fire one-on-one that will change how you approach developing your sales team as well as your career.
This post on the sales process was originally published on Aug 28, 2017 and updated on Aug 7, 2019.
Here’s a question you need to ask yourself about your sales process: If I could get in front of more qualified prospects, how much more could I sell?
In all of my training sessions and sales activity over the years, here’s something I’ve noticed:
Most companies are product and service heavy, but sales process poor. If you look at the typical training programs a company puts its people through, you’ll see a lot of attention given to product and service education, product positioning, etc. A lot less attention will be given to the actual sales process, which involves organization skills, communication skills, and prospecting techniques, to name a few.
In a previous post, we talked about the cushion. It’s one of the communication tools you must develop if you want to dominate resolving objections. Another communication tool you’ll need to develop are your listening skills.
When you’re in the field, your sales activity requires the use of various communication elements, like the verbal cushion. To be effective in sales, you need to know how to communicate with your prospect. However, you also need to be adept at using the various communication elements at your disposal.
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.
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.
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.
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.
Lance Tyson is an industry leader in sales training, development, and management. Selling is an Away Game is a must read for any sales professional, sales leader, or aspiring candidate in the industry.
Chief Revenue Officer, Tampa Bay Sports and Entertainment