sales and buying

Customizing the Buying Experience

The consumer’s engagement in the buying process is more intense than it has ever been. With all the information available to us, it’s no wonder selling has become more and more difficult. When buying a product online, 92 percent of consumers spend time reading online reviews ahead of time and 40 percent of those consumers form an opinion by reading just 1-3 reviews. They insert their own confirmation biases and make quick decisions based on how well that product is customized for their own pre-determined needs.

This kind of access to information is changing how customers buy across the board. And when you think about it—this new reality has made many activities accessible without the engagement of face-to-face interaction. From banking and dating to physical fitness and travel. Consumers feel empowered and want solutions tailored to them, or customizable.

What This Means for You

With this increased involvement from consumers, the sales process has changed and needs to be tailored in similar fashion. The buyer is going to be concerned about how much things cost, whether their opinion will be taken into account, and if they even have the time to listen. And the buyer is going to be armed with more information than they would have been in the past, which is going to make them a lot more confident than they once were.

As a result, sales professionals need a strategy—a sales process—that takes into account all of those pieces of the buyer’s mindset. It has to be flexible enough that they can tailor it to individual clients, but sturdy enough that it can be scalable and repeatable. There needs to be an element of predictability in the process despite the unpredictable consumer and their concerns.

Be Strategically Prepared

Once you are thinking strategically about the sales process, you can incorporate the tactics and skills you will need to use throughout the process. How? You’ll think in terms of if this, then that. If I get someone’s voicemail, what do I say? How do I deal with an objection about price? How do I give my impact statement? How do I present things in a logical fashion?

You’re also going to be developing skills that apply in any process: things like verbal brevity, resolving objections, being able to facilitate, selling over the phone versus selling in person. Remember, the sales process is simply the buying process in reverse.

In today’s marketplace, being a forceful, charismatic salesperson will not do the job. Consumers are different. They’re savvier, armed with more opinions based on the good and bad information. You need to have a repeatable system to address these and other complexities in today’s market. Learn more about what this proven and repeatable sales process is by visiting, the Tyson Group website or by purchasing your copy of, Selling Is An Away Game: Close Business And Compete In A Complex World.

sales tips

Very Fake News: Prospecting is Not Dead

Lately, there’s been a surge of advertising saying that traditional selling is dead, that prospecting is dead.

I have two words for that: fake news.

But, I get it…there’s a multitude of reasons to believe prospecting is dead.  At least, that’s what customer relation management (CRM) companies, or marketing automation companies, will have you believe because they want you to think that you don’t have to prospect anymore.

Even though social media avenues like LinkedIn make connections with C-level executives and decision-makers much more possible, every salesperson in the universe is using it, thereby making it difficult to stand out. Also, office staff has little time on hand, meaning that you only have a window of about seven seconds to get past the gatekeepers. Many salespeople end up as just another name in a missed call log or forever lost in a collection of junk emails.

Prospecting isn’t dead, but it’s certainly not easy.

Despite the plethora of information with which we feel inundated each day. In chapter three of my book, we found that 82 percent of sales reps feel challenged by the amount of data and time it takes to research a prospect just to make the initial cold call. What’s more, did you know that poor quality data is costing your sales team at least 30 percent of revenues? Clean, accurate data is the difference for professionals seeking to streamline and clarify the front end of the sales cycle. Our studies show that sales reps are spending at least 32 percent of their time searching for missing data, then manually entering it into their CRM. Quality data is all about working smarter, reserving your resources, and accelerating your team’s sales cycle. According to Salesforce.com, about 70 percent of CRM data “goes bad,” or becomes obsolete, annually.

Bad data is bad for business. But no data, by not prospecting, is worse.

You can gather quite a bit of information through LinkedIn, Google, your company’s CRM…but ultimately success comes from actually engaging with a prospect and gathering “data” from attempting to speak with individuals of interest.

Nothing will replace, or provide greater success than actually connecting with a sales prospect.

Prospecting is definitely not dead.

Learn more about how to effectively start that conversation by checking out Lance Tyson’s new book, Selling Is An Away Game: Close Business and Compete in a Complex World.

Build Your Credibility And Boost Your Sales

building your credibility will accelerate your sales process

Intuitive Sales Wisdom Regarding Credibility

Here’s a bit of insight I stumbled upon about credibility while doing a half day training with one of our regional sports franchise sales teams.

During the the session, I realized these guys were intently focused on their service.  And I needed them to move away from using that as a sales crutch to try something new. So, I started asking a series of questions regarding how salespeople open calls. Continue reading

Keep Your Sales Process Focused On Your Solution

keep your sales process focused on the solution

Here’s a sales process example I remember from when we were looking at CRM software solutions. This sales rep, Bob, found me on LinkedIn and initiated contact. He then emailed me, saying he had a lead generation solution connecting the social media platforms to Salesforce.

Well, since we were talking about lead generation, I was more than mildly curious and agreed to meeting him. Continue reading

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

Sales Presentation Tip – Rehearse and Practice

practice and rehears your sales presentation as you would any life event

Sales Presentation Tip 2: Prepare and Rehearse Your Presentation

In a previous post, we reviewed the importance of knowing your audience before designing and delivering your sales presentation.

Here’s another quick tip on preparing and delivering your sales presentation. Continue reading

The One Key Ability You Need For Building Rapport

key skill for building rapport in sales

In our programs, when we talk about building rapport, most people think of the NLP process that involves mimicking a person’s behaviors and speech. They think that somehow, doing this will magically give them the upper hand in talking with people.

Don’t get me wrong. That stuff enhances the communication process. However, when we talk about building rapport in the sales process, I want you to focus on one thing. Continue reading

Sales Presentation Tip – Know Your Audience

sales presentation opening

When putting together a sales presentation, there are certain guidelines you’ll need if you’re creating a first class performance. And make no mistake. You aren’t just educating your prospect, you’re performing for them. Your presentation has to have style, panache, and showmanship.

So when putting together your presentation, it’s best to start at the beginning. Continue reading

Respond To Sales Objections Using These Four Methods

responding to sales objections four methods

In past posts, we reviewed how to identify sales objections and separate out true concerns from the trivial pursuits. We reviewed how to classify the real objections that do come up. And we reviewed the best time to address these objections.

The final task remaining is how to respond to these real sales objections when we find them. Continue reading

When Is the Best Time to Deal With Objections?

The best times to deal with objections

I remember attending a sales call with one of my salespeople back when we were starting our foray into performance sales training. He had landed an opportunity for a sizable in-house training deal and felt he was flying without a safety net. He wanted me to join him to give him some assistance and coaching on handling a deal this size.

After we made our introductions, we settled in to review our solution. After taking stock of the room and before my sales rep went into the presentation, I prefaced the meeting with the following comment: Continue reading