When putting together a sales presentation, there are certain guidelines you'll need if you're creating a first class performance.

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...

Listening is one of the communication tools you must develop if you want to dominate resolving objections. Another communication tool...

Here’s a question about sales objections I encountered a lot when we did lead generation work: I keep running into objections before I...

When you're in the field, your sales activity requires the use of various communication elements, like the verbal cushion. To be...

Back in 2016, I penned an article for Selling Power that addressed selling and opening the sales call in the new digital era where we are...

Salespeople pursuing a single point of contact when prospecting is like an engineer designing a system with a single point of failure....

When making cold calls and opening sales calls on the phone, you need guideposts, touch points of some kind to help guide your...

One of the main points we make in our training and coaching is that throughout your sales process, from prospecting to close and beyond,...

This post on cold calling was originally published on Dec 19, 2016  and updated with current material on June 19, 2019. I was reading a...

Sales Wisdom I’ve Discovered in my Career Throughout my time in sales, I’ve researched numerous complex theories, process descriptions,...

Previously, we reviewed a few of the classic sales closes and how they don’t work in our current sales environment. There are two other...

It's crucial for your sales team to have a solid questioning strategy to make every sales call profitable.

In the last post, I recounted a study from Mutual of Omaha that examined and challenged this myth about the sales close. If you recall,...

Yes Maybe No Now, in this situation, as a 14 year-old boy, you want the Yes.  The No is bad for your self-esteem. But the Maybe gives you...

Buying sales training is about predictability. A predictable process yields predictable results!

three steps to resolving sales objections and in doing so, we brought the sales process closer to achieving a commitment. Those 3 steps...

Tyson Group selected as a Finalist in the Sales Training Category by the IES 9th Annual Sales Excellence Awards Tyson Group has been...

The words you use help frame the situation. And how you frame the situation will either expand or limit your options in resolving...

When Addressing Sales Objections You Need to Define, Defend and Explain In time the salesperson was able to re-engage the buyer. One day...