Sales Training – Page 2

Sales Training Exercise – Give Your Sales Presentation Visual Power

Sales, Sales Tips, Sales Training / By Lance Tyson

Quite a few salespeople are of the mindset that they can fast-talk their way through a sale presentation. But In a previous post, we saw how incorporating a visual demonstration made the difference between a mediocre sales performance and selling excellence. So keep this sales nugget in the back of your mind: Telling is not …

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Sales Managers – 4 Things Your Young SalesPeople Need to be Successful

Sales, Sales Leadership, Sales Training / By Lance Tyson

This post on Millennial success was originally published on Nov 8, 2016 and updated on Feb 26, 2019. 4 Items Sales Managers Should Include in their Coaching Sessions Worldwide, the population group called Millennials is just over 75M people in the US; that’s larger than the number of Baby Boomers. But for us sales …

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Sales Training Exercise – A Technique to Focus Your Sales Questions

Sales, Sales Tips, Sales Training / By Lance Tyson

In a previous post, we talked about who the subject of your sales questions should be. But most salespeople believe the questioning process is for them. When they ask questions, they become the center of the questioning process, not the prospect. How many times have you entered into a diagnostic session where the central thoughts …

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Make Your Sales Presentation Pop with Evidence

Sales, Sales Performance, Sales Training / By Lance Tyson

Once the salesperson has diagnosed the problem correctly, they need to present the right prescription in such a way that it persuades the buyer to see value in the solution or opportunity. As salespeople, we need to gain the high ground in order to overcome doubt quickly and effectively. And what inherently overcomes doubt? Evidence! …

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Sales Training Exercise – Build a Sales Starter that Grabs Attention

Sales, Sales Tips, Sales Training / By Lance Tyson

In an earlier post, I cited an example where Jessica had unsuccessfully tried a few times to engage a prospect during her sales opening. Yet when she asked a question that cut to the heart of her contact’s problem, Jessica’s sales starter got her contact’s attention. And it earned her a meeting!