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 sales responses was originally published on Oct 21, 2016 and updated on May 15, 2019. When we get our prospects to clarify their objections, we want to get them to specifically identify the problem or challenges they are finding with our solution. Remember, our overall goal is to get the prospect to …
Why ‘Maybe’ Is The Worst Sales Response You Can Get Read More »
Tyson Group selected as a Finalist in the Sales Training Category by the IES 9th Annual Sales Excellence Awards We are excited to announce that Tyson Group has been named as a finalist for the IES 9th Annual Institute for Excellence in Sales (IES) Awards in the Sales Training category .
Here’s a quick story about the first step in resolving 4 common sales objections, assessing the objection. Have you ever heard the story of how McIlhenny’s Tabasco sauce got started? Before the Civil War, the McIlhenny family lived on an island along the coast of Louisiana called Avery Island. If you look at the bottle, …
How to Resolve The Top 4 Financial Sales Objections Read More »
In the good-old-days, sales was all about the sales close. In fact, corporate sales teams had manuals stocked with various phrases and tactics their sales reps could use to close the deal. They had the Ben Franklin close, the Puppy Dog close, the Assumptive close, the Columbo close, the Now or Never close…
As salespeople, we have to use forms of evidence to help convince, persuade, and influence the buyer. Remember, everything from here on out relies on the three elements of our Specific Interest Statement: presenting our solution, referencing the primary interests, and appealing to their buying motive. Now that we have that foundation, we need to …
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