sales

Run a Winning Offense Strategy

Every team needs a winning strategy. Some of the top franchises in sports turn to Tyson Group to help their sales teams move to the next level. Fenway Sports Management (large naming rights and sponsorship sales), the Dallas Cowboys (sponsorship, premium new stadium), the New York Yankees (premium space), the Boston Red Sox (tickets) and the University of Notre Dame (gifting and donor) are just some of the organizations we work with.

Despite the varied sports, our approach is one they all understand and easily adapt: when they adapted our process with an offensive strategy approach, they are successful. Whether it’s selling suites to Fortune 500s, closing multi-million-dollar naming rights deals, or selling tickets to the masses, it really doesn’t matter because it is the exact same process.

That’s the crossover power of our process that makes Tyson Group so successful. Throughout the years, I’ve worked with many of the same individuals who move from franchise to franchise and the feedback is this, “What you did at the Browns I want you to do at the Padres. What you did at the Cavs I want you to do at the Vegas Golden Knights. What you did here in San Diego I want you to do at Tampa Bay.” Regardless of the sports franchise, the process has been proven time and time again through a series of six steps that can be customized in a thousand different ways. Simple is genius.

Running an Offense Strategy Regardless of Your Industry

Last time I was in Salt Lake, I was with insurance brokers working with them on sales. We plug the same offense and process into tech, insurance, or financial as we do for major sports organizations. What these sales professionals—across all industries—learn is the same offensive strategy each of our major sports organizations leverage – a strategy and approach built on solid sales management, sales leadership and what I’ve referred to previously as, “grit.”

Like a top football, basketball, or baseball team, you can coach skills and knowledge all day long; however, the most successful sports stars have an “it” factor of persistence and grit. We not only help our clients the necessary sales skills, we help them access the grit within themselves—the element needed for true success in an offensive sales strategy.

There’s an exercise I like to do with management teams and salespeople in which they list attributes that would make their replacements successful. “If you had to hire somebody for your job and would get a bonus of 20 percent of your salary, what are things you would hire on?” I ask.

They will make a list of twenty or thirty things. But it comes down to three broad categories forming a triangle. At least 60 percent of success is based on attitude—things like grit, endurance, and perseverance. Another 20 percent to 30 percent revolves around skills like goal-setting and communication.

No matter your industry, when you approach your sales process with a proven offensive strategy—built on effective sales management, skill, and grit—your sales professionals will be unstoppable. Learn more about applying our proven offense strategy to your sales organization in my book, Selling Is An Away Game: Close Business and Compete in a Complex World.

buying and selling

Sell How People Buy

Think about the steps you take when you buy something—a pair of sneakers, for instance. Something in your world gets your attention and you come to the conclusion: I need a new pair of sneakers. You start to go out and look, try a couple pairs on, go to the store, go to Amazon, etc. In that process, you remove doubt, because you’re actively looking. Then you start to consider it, lay it out and say, “Jeez, do I really need these? What pair do I need?” Ultimately, you buy a pair.

That’s a simple buying process.

In most sales, especially B2B sales, it’s more complex. In a previous blog, I’ve likened the process to a trip to the doctor’s office. Regardless of the product or service though, there’s a way to be successful: sell how people buy. Do this and you’ll be successful. Sound simple? It is and isn’t at the same time.

The Science and Art of Sales

As a sales professional, you take action to get somebody’s attention. You need to qualify them to see if they would fit business parameters. You have to engage the prospect in some kind of request for their time, ask them a series of questions that are really for their benefit, and get the buyer in a scenario where you can present them with an idea in order to start creating an opportunity where one did not exist before. Then you present something that removes their doubt and gets them saying, “This is a decent fit for me.” Finally, you get into dialogue with them to remove any objection and close.

There’s no shortcut to the process, no way to cheat the sales process—whether solicited or unsolicited. At the end of the day, sales is a science—a series of yeses. “Yes, I’ll talk to you. Yes, you can ask me questions. Yes, you can present to me an idea. Yes, you resolved my objection. Yes, I’ll buy.” It’s an algorithm of questions, each followed by five or six yeses.

But sales is also an art—one that requires a deep understanding of why someone is looking to buy and how to help them understand you’re the right solution. Practiced at a high level, the profession combines creativity with a process for predictable selling.

Success Ultimately Requires a Proven Process

I have been a sales professional, entrepreneur, and have trained other salespeople since the 1980s. Selling vacuums door-to-door in college; leading the largest franchise for Dale Carnegie Training outside Taiwan and Hong Kong; building Tyson Group as the go-to sales trainers of professional sports and entertainment as well as insurance organizations; training over one thousand sales executives and sales managers annually.

In all these years of selling and working with organizations of all sizes, the key to successful sales can be distilled down to a six-step process applicable to any product, service, industry, and solution. This process works. It’s a process that will benefit any high performer—from entrepreneur to sales professional to manager trying to boost team performance—and anyone for whom selling is a matter of life and death.

Learn more about what this proven and repeatable sales process is by visiting www.tysongroup.com, OR by purchasing your copy of, Selling Is An Away Game: Close Business And Compete In A Complex World.

5 Essential Elements to Boost Your Coaching Process

coaching process for your sales team

As a sales leader, you will often find your people looking to you for wisdom, direction, and reassurance. Therefore, you need a coaching process that takes time to build up the people who make up your talent pool. We need to look beyond what they can do today and help them realize what’s possible tomorrow. When you invest in building your team members, you are investing in your organization’s future. Continue reading

Lance Tyson Will Discuss Sales Leadership In April’s Business Courier Event

in sales leadership playing chess think strategically

As a sales leader, you can’t afford to play checkers. You need to play chess. Start planning your next moves now!

Developing Sales Leadership Skills

As a leader of a sales team, you’re in a position to keep your team functioning at peak performance. That means you have to sometimes give a presentation to motivate the whole team.  It also means you’ll have times when you’ll need to coach individuals according to their strengths and weaknesses.  As a result, you need to be aware of how your team is performing overall as well as how each individual is performing within the team.

That can take a lot of time. Continue reading

5 Steps to Buying Sales Training

climbing steps of training success

Around 18 months ago, we published an article on how to purchase sales training. There, we described the three factors you should take into consideration when buying sales training: content, process, and methodology. I began thinking about all this in early 2000 when I met a sharp HR executive who reminded me she bought millions in training each year — and promptly told me how to sell it. Continue reading

Millennial Myths Busted

If you haven’t yet checked out this week’s issue of Sales and Marketing Management, make sure you don’t miss Lance Tyson’s article, Can Millennials Sell?

In this article, Lance busts the most common stereotypes about Millennials in the workplace, and offers concrete tips on how to successfully manage a millennial sales team.

It’s a must read for anyone who wants to be managing a successful organization 10 years from now!

7 Personality Traits of a Successful Salesperson

When you’re hiring salespeople, you’re hiring someone to represent your company.  Afterall, they are the face of your brand. So it’s only natural that you would want to hire only the best. Does this mean they have to have a lot of sales experience?  Not necessarily, but they should possess certain traits which in the end, identify them as a successful salesperson. Based upon my observation, I believe highly successful salespeople must posses the following seven traits: Continue reading