How to Close Business in a Complex World: Bring It in for a Landing

close business in sales with a powerful opening and a controlled close like a long jumper

This article on how to close business was originally posted on September 9, 2019 by Lance Tyson in SellingPower

For sales professionals, there is perhaps no single word more enshrouded in mystery than “closing.” If you check out the descriptions for sales jobs, you’ll find that companies are always looking to hire closers. There’s a kind of mythology built around closing that implies a rarefied skill possessed by only a few elite salespeople. 

But, in reality, closers are like pixies or leprechauns – they don’t exist. That’s because there’s no special skill required to close business.

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How to Turn Sales Objections into Opportunities

resolving sales objections and overcoming other sales hurdles from tyson group

This article on sales objections was originally posted on July 8, 2019 by Lance Tyson in SellingPower

We’ve all had experiences when we felt a sale was going pretty well, and we felt the momentum gaining. Then, out of the blue, brake lights. Everything comes to a screeching halt. A prospect will suddenly tell you that your price is too high, or that they don’t have the budget, or that they aren’t sure your product or solution really has value.

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3 Steps to Gaining a Competitive Edge in Sales

competitive edge through sales diagnosis by tyson group

This article was originally posted on May 1, 2019 by Lance Tyson in SellingPower 

I recently made a visit to the orthopedic surgeon to check in on a shoulder issue. I didn’t walk in the door wanting to sign up for surgery.

After spending a bit of time in the waiting room, I was led back to another part of the office, where a nurse practitioner asked me a number of questions about my health, took notes on my weight, temperature, and blood pressure and interviewed me about my health history. They gathered lots of information about me in order to help the doctor accurately evaluate my condition.

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How to Master Away-game Selling to Win More Sales

away game selling tailored process from tyson group

This article was originally posted on March 25, 2019 by Lance Tyson in SellingPower

I’m addicted to my Fitbit. It keeps my diet on track, helps me work out longer and more frequently, and basically keeps me on my game regardless of whether I’m at home or on the road.

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When Opening a Sales Call, You Need to Stop Doing These 2 Things

smart phone opening a sales call tyson group

Sales reps are still being taught old school tactics that don’t work in today’s digital business environment. In a previous post, I reviewed how the much maligned cold call has become ineffective because of the outdated practices still being used to execute them.

The same can be said for opening a sales call. If you want to to be effective when opening a sales call, you need to drop the old-school behaviors that some organizations are still teaching.  Here are two examples of behaviors you need to stop right now when opening a sales call.

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Boost Opening Your Sales Process with Technology


sales process technology tyson group

This post on the sales process was originally published on Aug 28, 2017 and updated on Aug 7, 2019.

Here’s a question you need to ask yourself about your sales process: If I could get in front of more qualified prospects, how much more could I sell?

In all of  my training sessions and sales activity over the years, here’s something I’ve noticed:

Most companies are product and service heavy, but sales process poor. If you look at the typical training programs a company puts its people through, you’ll see a lot of attention given to product and service education, product positioning, etc. A lot less attention will be given to the actual sales process, which involves organization skills, communication skills, and prospecting techniques, to name a few.

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6 Simple Tactics That Will Boost Your Listening Skills

listening skills for resolving sales objections

In a previous post, we talked about the cushion. It’s one of the communication tools you must develop if you want to dominate resolving objections. Another communication tool you’ll need to develop are your listening skills.

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How to Tell Genuine Sales Objections from Insidious Put-Offs

sales objections put-offs fingerprints

Here’s a question about sales objections I encountered a lot when we did lead generation work:

I keep running into objections before I even have a chance to introduce myself. What is the best way to overcome “I’m too busy,” “I do not have time” or “Call back in two months?”

One of the challenges we face with sales objections is knowing when we have a bona fide objection as opposed to the prospect simply trying to get rid of us. 

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How to Use the Verbal Cushion in Resolving Sales Objections

verbal cushions sales objections tyson group

When you’re in the field, your sales activity requires the use of various communication elements, like the verbal cushion. To be effective in sales, you need to know how to communicate with your prospect. However, you also need to be adept at using the various communication elements at your disposal.

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