9 More Sales Prospecting Methods to Boost Your Brand and Your Sales

sales prosepcting to boost your brand and your sales

In a previous post, we discussed 10 quick sales prospecting ideas to boost your sales.  All those ideas dealt with using social media and online properties to make yourself known to potential prospects who are searching online for what you do.

We know that most of your potential customers do their research online. And by the time they begin calling on salespeople, they’ve already decided on what they want to do. Continue reading

Buying Motives – Rocket Fuel for Your Sales Process

buying motives are rocket fuel for your sales process

Before we jump into buying motives, let’s revisit our doctor’s office analogy for a quick update.

When a doctor starts asking questions to diagnose the situation, the questions he or she asks are simple at first. They are based on their own general historical experience and their own historical knowledge of you. For example, “What’s your age? When was the last time you went to the doctor? How do you feel right now?”

The questions get more complicated as they proceed. Then he or she weighs your answers to figure out what problem or problems might need fixing. Then, based on their expertise, they can arrive at a proper diagnosis. Continue reading

Anatomy of a Sales Call: Tailor Your Sales Process to Their Buying Process

tailoring your sales process to the buying process - field example buying shoes

Here’s an example of a retail sale that shows how evaluation and diagnosis both require the salesperson to get in the head of the prospect and tailor the sales process to the prospect’s buying process.

Not long ago I attended a U2 concert at Hard Rock Stadium in Florida with my family. We were down in the club level and I had all these salespeople from our client, the Miami Dolphins, talking to me. That’s when I happened to notice this one guy who works there as the head of Sponsorship. Continue reading

The Secret to Boosting Your Evaluation Process: Effective Sales Questions

how to use sales questions to enhance your evaluation process

Guiding the Evaluation Process Using Sales Questions

When was the last time you were on a car lot to shop for a car?

You and I both know you weren’t there by accident. You were there for a reason and more than likely, you planned it all out.

However, the first question most salespeople ask is: “Can I help you?”

That question is a brutal sales starter, because the buyer answers the same way each time: “Nope, just looking.” Continue reading

sales

Run a Winning Offense Strategy

Every team needs a winning strategy. Some of the top franchises in sports turn to Tyson Group to help their sales teams move to the next level. Fenway Sports Management (large naming rights and sponsorship sales), the Dallas Cowboys (sponsorship, premium new stadium), the New York Yankees (premium space), the Boston Red Sox (tickets) and the University of Notre Dame (gifting and donor) are just some of the organizations we work with.

Despite the varied sports, our approach is one they all understand and easily adapt: when they adapted our process with an offensive strategy approach, they are successful. Whether it’s selling suites to Fortune 500s, closing multi-million-dollar naming rights deals, or selling tickets to the masses, it really doesn’t matter because it is the exact same process.

That’s the crossover power of our process that makes Tyson Group so successful. Throughout the years, I’ve worked with many of the same individuals who move from franchise to franchise and the feedback is this, “What you did at the Browns I want you to do at the Padres. What you did at the Cavs I want you to do at the Vegas Golden Knights. What you did here in San Diego I want you to do at Tampa Bay.” Regardless of the sports franchise, the process has been proven time and time again through a series of six steps that can be customized in a thousand different ways. Simple is genius.

Running an Offense Strategy Regardless of Your Industry

Last time I was in Salt Lake, I was with insurance brokers working with them on sales. We plug the same offense and process into tech, insurance, or financial as we do for major sports organizations. What these sales professionals—across all industries—learn is the same offensive strategy each of our major sports organizations leverage – a strategy and approach built on solid sales management, sales leadership and what I’ve referred to previously as, “grit.”

Like a top football, basketball, or baseball team, you can coach skills and knowledge all day long; however, the most successful sports stars have an “it” factor of persistence and grit. We not only help our clients the necessary sales skills, we help them access the grit within themselves—the element needed for true success in an offensive sales strategy.

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 will make a list of twenty or thirty things. But it comes down to three broad categories forming a triangle. At least 60 percent of success is based on attitude—things like grit, endurance, and perseverance. Another 20 percent to 30 percent revolves around skills like goal-setting and communication.

No matter your industry, when you approach your sales process with a proven offensive strategy—built on effective sales management, skill, and grit—your sales professionals will be unstoppable. Learn more about applying our proven offense strategy to your sales organization in my book, Selling Is An Away Game: Close Business and Compete in a Complex World.

6 Personal Branding Ideas To Boost Your Prospecting

personal branding techniques to make your name known

Personal Branding Online Can Make A Difference

Here’s something I overheard one of my inside salespeople say when we ran a call center:
“My prospect won’t even give me the time of day. If he knew more about me and my offering, I’m sure he would be willing to talk.”

The internet gives us an unprecedented opportunity to get out in front of our prospects in a big way.
But as sales reps, you have to show up before someone can ask you to dance.

Try this experiment on Google. Run a search of the name your customers know you by. For example, if your name is Robert Jones, but all of your customers call you Bob, search for Bob Jones. Continue reading

5 Essential Elements to Boost Your Coaching Process

coaching process for your sales team

As a sales leader, you will often find your people looking to you for wisdom, direction, and reassurance. Therefore, you need a coaching process that takes time to build up the people who make up your talent pool. We need to look beyond what they can do today and help them realize what’s possible tomorrow. When you invest in building your team members, you are investing in your organization’s future. Continue reading