Blog

Case Study Reveals Sales Training Ideas That Will Impact Your Bottom Line

Greg Kish, Vice President Sales & Service with Legends at LA Stadium & Entertainment District at Hollywood Park

Q:  Tell us about the work you do with Legends

Greg Kish of Legends on Tyson Group training

A:  Legends has been fortunate enough to partner on the most ambitious projects in the history of sports and entertainment. My role is being a steward of iconic brands to delivering on all revenue streams and ensure the financial success of the project. With that said, the most rewarding part is the opportunity to build a team of people and a culture that will have a lasting impact for our partners.

Continue reading

5 Sales Closing Tips You Need To Win More Deals

sales closing tips, reaching the finish line from Tyson Group

When we conduct our sales training, a fast rule we follow is that there are no special skills in closing. In a different article, the Myth of the Perfect Closing Script, I conveyed my dismay at salespeople’s adherence to those relics. Those sales closing tips are a part of a different era, a different environment, and different customer culture.

Continue reading

5 Secrets to Motivate Your Salespeople

Motivate your sales team tyson group

A question I often get in my consultation sessions is, “Bob’s not motivated. What’s the best way to motivate Bob to get out there and sell more?”

Well, I don’t know if there’s a best way to motivate sales people because I actually don’t believe motivation is an outward force. It’s not something you do to someone. Motivation comes from within the individual.

Continue reading

5 Best Objection Busters You Need to Know

sales objection busters from tyson group

Here’s an interesting point I noticed in my trainings. When it comes to objections, salespeople do their best to avoid them. Overall, sales reps are usually looking to find things that are contribution-biased, things that are in their favor. They really hate to bring up objections. So most sales reps don’t even bother asking for objections. Instead, they hope to avoid them, not realizing that anything they’ve bought in their lives they initially objected to or compared and contrasted, weighing out reasons for buying vs reasons against buying.

Continue reading

How to Close Business in a Complex World: Bring It in for a Landing

close business in sales with a powerful opening and a controlled close like a long jumper

This article on how to close business was originally posted on September 9, 2019 by Lance Tyson in SellingPower

For sales professionals, there is perhaps no single word more enshrouded in mystery than “closing.” If you check out the descriptions for sales jobs, you’ll find that companies are always looking to hire closers. There’s a kind of mythology built around closing that implies a rarefied skill possessed by only a few elite salespeople. 

But, in reality, closers are like pixies or leprechauns – they don’t exist. That’s because there’s no special skill required to close business.

Continue reading

How to Turn Sales Objections into Opportunities

resolving sales objections and overcoming other sales hurdles from tyson group

This article on sales objections was originally posted on July 8, 2019 by Lance Tyson in SellingPower

We’ve all had experiences when we felt a sale was going pretty well, and we felt the momentum gaining. Then, out of the blue, brake lights. Everything comes to a screeching halt. A prospect will suddenly tell you that your price is too high, or that they don’t have the budget, or that they aren’t sure your product or solution really has value.

Continue reading

3 Steps to Gaining a Competitive Edge in Sales

competitive edge through sales diagnosis by tyson group

This article was originally posted on May 1, 2019 by Lance Tyson in SellingPower 

I recently made a visit to the orthopedic surgeon to check in on a shoulder issue. I didn’t walk in the door wanting to sign up for surgery.

After spending a bit of time in the waiting room, I was led back to another part of the office, where a nurse practitioner asked me a number of questions about my health, took notes on my weight, temperature, and blood pressure and interviewed me about my health history. They gathered lots of information about me in order to help the doctor accurately evaluate my condition.

Continue reading

How to Master Away-game Selling to Win More Sales

away game selling tailored process from tyson group

This article was originally posted on March 25, 2019 by Lance Tyson in SellingPower

I’m addicted to my Fitbit. It keeps my diet on track, helps me work out longer and more frequently, and basically keeps me on my game regardless of whether I’m at home or on the road.

Continue reading

Powerful Talent Assessment is the Moneyball Magic You Want

talent assessment moneyball

“People are overlooked for a variety of biased reasons and perceived flaws. Age, appearance, personality. Bill James and mathematics cut straight through that.”  -Peter Brand, Moneyball

The premise of Moneyball, both the book and the film, was that the method of recruiting baseball talent was stuck in the past. The process used outdated methods and antiquated statistics. Recruiters were using the same methods tied to the same statistics dating back to the early days of baseball. Because the Oakland A’s had a smaller budget for salaries, they were forced to look for players undervalued by the market. When the general manager teamed up with a statistician, they found that certain, previously ignored stats were better indicators of a player’s performance today than the traditional stats used by the bulk of the sports executives and talent scouts.

Continue reading