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.
Recently I learned that Tyson Group received recognition as Selling Power’s Top 20 Sales Training Companies for 2018. I’m honored that our company has received such accolades. But I also have to acknowledge the effort and the commitment that my team has made to bring about this accomplishment.
The landscape of sales is changing. I recognize that our industry is constantly undergoing evolutionary changes but recently, with the advent of digital technology, it seems as if the changes have become revolutionary. Continue reading →
See the world through your prospect’s eyes. Take a walk in their shoes.
You’ve heard me say it before. We’ve written about it on multiple occasions.
Selling is an away game. It takes place in the mind of your prospect.
During my time training salespeople, I’ve run into a few who’ve had a little trouble embracing this concept. They see selling as something that you do to someone. They start by getting their foot in the door, and they end with closing the sale. Invariably, these salespeople have the hardest time getting out of their head and leaving their “mental stuff” behind. Continue reading →
As a sales leader, you can’t afford to play checkers. You need to play chess. Start planning your next moves now!
Developing Sales Leadership Skills
As a leader of a sales team, you’re in a position to keep your team functioning at peak performance. That means you have to sometimes give a presentation to motivate the whole team. It also means you’ll have times when you’ll need to coach individuals according to their strengths and weaknesses. As a result, you need to be aware of how your team is performing overall as well as how each individual is performing within the team.
Do you ever wonder what goes on in the mind of a top sales performer?
Ever stop to think about how they are able to generate outstanding results even in tough markets and hard times? Continue reading →
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