Communication skills

Overcoming Objections in Sales With 4 Powerful Tactical Responses

We have reviewed how to identify sales objections and separate out true concerns from the smoke screens used by disinterested buyers. We reviewed the types of sales objections we encounter in the sales process. And we reviewed the best time to overcome common sales objections. So now it’s time to look at overcoming objections in …

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Leadership Strategies For Professional Growth And Success With Todd Fleming

We all want to achieve our goals and be successful. We want to make a significant difference and drive change. But are we taking the steps needed towards professional growth? Lance chats with Todd Fleming, Vice President and General Manager for Legends Global Sales. Todd has taken on several high-profile roles in his career. In navigating …

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The Art Of Walking Away: Learning To Hold To Your Value With Anthony Macri

Sometimes a deal doesn’t go your way. Maybe the terms just aren’t right. When that happens, do you hold to your value? That is a fascinating question, and we will hear our guest’s take on it in this episode. Lance Tyson speaks with Anthony Macri, VP of Partnership Marketing for the Memphis Grizzlies. Anthony’s career has …

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Turning Failures Into Opportunities For Improvement With Ed Eppley

When somebody in your organization fails or commits mistakes, do you instantly blame them? Or do you do something about it? Great leaders know how to turn failures to opportunities for improvement. Listen to this episode as Lance interviews his former coach, mentor, and business partner, Ed Eppley, founder, and president of The Eppley Group. …

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Creating High-Performance Teams To Build A Brand And Grow Your Business With Curt Waugh

Do you want to build your brand with great people behind you? You have to know how to be a true leader. Lance Tyson sits down with another heavy hitter in sports and entertainment, Curt Waugh, the Vice President of Ticket Sales and Service for the San Diego Padres. Their discussion touches on creating high-performance …

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The Myth about Legendary Closers

Trust Your High-Performing Sales Team To Close Legendary closers are like Bigfoot, like leprechauns. They just don’t exist. But if you look at the classifieds under sales jobs, companies are always looking to hire skilled closers. Somehow, closing has become some kind of mythical skillset only a handful of enlightened beings have mastered.

It’s as Easy as DDE

Be Proactive with Objections to Drive Sales Metrics When we consider some of the toughest objections we deal with as salespeople, financial objections have to be on the top of the list. Budget and cost are difficult things to combat. I mean, either the money exists for your product or service, or it doesn’t, right? …

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