Empathy vs Sympathy: Are You a Part of Your Prospect’s Problem?

sympathy and being sympathetic in your sales diagnosis

The Role of Sympathy and Empathy in the Sales Process

Here’s something I learned in my past about the roles sympathy and empathy play in the sales process. Keep in mind, you are sitting across from your prospective buyer because you want to help them solve their problem, not become a part of the problem. Continue reading

Sales Tip from Lance’s Training War Chest – Talk Like Your Prospect

 

sales tip - talk like your prospect and ask questions like a friend

In the last post, I wrote of using your questions not only to get your prospect’s attention but to also keep their interest by selling to the gap. I also wrote that your meeting is shaped by the questions that you ask, the order you ask them and how you ask them. As I’ve said before, sales is an away game – it takes place in your prospect’s mind. So, you control the pace of the sale by getting in your prospect’s mind, focusing their attention on the challenges they face, and leading them to a place they want to be. A vital piece of this process is talking like your prospect to increase rapport. Continue reading

Some Questions are Stupid – Asking the Right Questions

achieving persuasive influence in sales through the questioning process

In the last post, we looked at a process using questions to identify and build a sales opportunity, selling to the gap.

In addition to building the opportunity, your questions shape your prospect’s mindset and perceptions to achieve persuasive influence.

The questions you ask are important. But so is how you ask your questions, when you ask them, as well as how you order them. In creating your questions, you need to be cognizant of all of these factors. You want to leverage them to create a favorable environment in your prospect’s mind, conducive to moving the sale forward. Continue reading

The Secret to Boosting Your Evaluation Process: Effective Sales Questions

how to use sales questions to enhance your evaluation process

Guiding the Evaluation Process Using Sales Questions

When was the last time you were on a car lot to shop for a car?

You and I both know you weren’t there by accident. You were there for a reason and more than likely, you planned it all out.

However, the first question most salespeople ask is: “Can I help you?”

That question is a brutal sales starter, because the buyer answers the same way each time: “Nope, just looking.” Continue reading

How To Open Your Call To Get Your Prospect’s Attention

get your prospect's attention during the sales opening

Use a Sales Starter to Get Your Prospect’s Attention

Opening a sales call to get your prospect’s attention is no different than introducing yourself to someone of interest in your personal life.  Both situations require authenticity, interest, and relevance.

Beginning the conversation hinges on a good sales starter – something that captures your prospect’s attention favorably. To make this happen, you can compliment a prospect on an achievement or positive quality. You can highlight a referral. Also, you can leverage statements that educate or even startle your prospect to capture your prospect’s attention. Continue reading

Build Your Credibility And Boost Your Sales

building your credibility will accelerate your sales process

Intuitive Sales Wisdom Regarding Credibility

Here’s a bit of insight I stumbled upon about credibility while doing a half day training with one of our regional sports franchise sales teams.

During the the session, I realized these guys were intently focused on their service.  And I needed them to move away from using that as a sales crutch to try something new. So, I started asking a series of questions regarding how salespeople open calls. Continue reading

Selling Is An Away Game – Lance Tyson Speaks on Sales Philosophy

selling is an away game

See the world through your prospect’s eyes. Take a walk in their shoes.

You’ve heard me say it before. We’ve written about it on multiple occasions.

Selling is an away game. It takes place in the mind of your prospect.

During my time training salespeople, I’ve run into a few who’ve had a little trouble embracing this concept. They see selling as something that you do to someone. They start by getting their foot in the door, and they end with closing the sale. Invariably, these salespeople have the hardest time getting out of their head and leaving their “mental stuff” behind. Continue reading

Sales Presentation Tip – Rehearse The Opening And Close

rehearse sales presentation opening and close

Prepare And Rehearse Your Opening And Close.

Yes, we’ve said preparation and rehearsal are necessary in your sales presentation. But you want to pay particular attention to your opening and your close. Continue reading

6 Personal Branding Ideas To Boost Your Prospecting

personal branding techniques to make your name known

Personal Branding Online Can Make A Difference

Here’s something I overheard one of my inside salespeople say when we ran a call center:
“My prospect won’t even give me the time of day. If he knew more about me and my offering, I’m sure he would be willing to talk.”

The internet gives us an unprecedented opportunity to get out in front of our prospects in a big way.
But as sales reps, you have to show up before someone can ask you to dance.

Try this experiment on Google. Run a search of the name your customers know you by. For example, if your name is Robert Jones, but all of your customers call you Bob, search for Bob Jones. Continue reading

Sales Presentation Tip – Rehearse and Practice

practice and rehears your sales presentation as you would any life event

Sales Presentation Tip 2: Prepare and Rehearse Your Presentation

In a previous post, we reviewed the importance of knowing your audience before designing and delivering your sales presentation.

Here’s another quick tip on preparing and delivering your sales presentation. Continue reading