influence

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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Sales Training Exercise – Give Your Sales Presentation Visual Power

Quite a few salespeople are think they can fast-talk their way through a sale presentation. But In a previous post, we saw how incorporating a visual demonstration in the sales presentaiton made the difference between a mediocre sales performance and selling excellence. So keep this basic sales concept in the back of your mind when …

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Anatomy of a Sales Call: Tailor Your Sales Process to Their Buying Process

Here’s an example of a retail sale that shows how evaluation and diagnosis both require the salesperson to get in the head of the prospect and tailor the sales process to the prospect’s buying process. Not long ago I attended a U2 concert at Hard Rock Stadium in Florida with my family. We were down …

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Some Questions are Stupid – The Right Questions Yields Persuasive Influence

In the last post, we looked at a process using questions to identify and build a sales opportunity and selling to the gap. In addition to building the opportunity, the questions your salespeople use shape their prospect’s mindset and perceptions, allowing them to achieve persuasive influence. The questions your people ask are important. But so …

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Sales Presentation Tip – Know Your Audience

When putting together a sales presentation, there are certain guidelines you’ll need if you’re creating a first class performance. And make no mistake. You aren’t just educating your prospect, you’re performing for them. Your presentation has to have style, panache, and showmanship. So when putting together your presentation, it’s best to start at the beginning.