How to Use the Why Speak Statement to Crush Your Sales Calls

why speak statement sales calls tyson group

In a previous post, we talked about a powerful tool salespeople can use to open their sales calls. That was the Impact Statement. Today, we’re going to look at another tool you can use to take control of your sales calls. This is the Why Speak Statement.

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How to Make a Powerful Sales Opening with the Impact Statement

sales impact statement from tyson group

In a previous post, we introduced the concept of the Impact Statement and using that tool to focus the opening of your sales call.  Remember, as stated before, no one is sitting by the phone waiting for your unsolicited call, and sometimes, not even your scheduled phone call. People are busy. They have things that they need to get done, especially if they are in any kind of decision making capacity.  So once you break their preoccupation and get their attention, you have to build their interest. And for that you need an effective Impact Statement to tell your story.

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Boost Opening Your Sales Process with Technology


sales process technology tyson group

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 yourself about your sales process: If I could get in front of more qualified prospects, how much more could I sell?

In all of  my training sessions and sales activity over the years, here’s something I’ve noticed:

Most companies are product and service heavy, but sales process poor. If you look at the typical training programs a company puts its people through, you’ll see a lot of attention given to product and service education, product positioning, etc. A lot less attention will be given to the actual sales process, which involves organization skills, communication skills, and prospecting techniques, to name a few.

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6 Simple Tactics That Will Boost Your Listening Skills

listening skills for resolving sales objections

In a previous post, we talked about the cushion. It’s one of the communication tools you must develop if you want to dominate resolving objections. Another communication tool you’ll need to develop are your listening skills.

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The One Prospecting Idea You Need to Know as a Coach

spiderweb creating a network for prospecting in a company

Salespeople pursuing a single point of contact when prospecting is like an engineer designing a system with a single point of failure. One mishap and your whole project crashes!

When Prospecting, Don’t Create a Single Point of Failure

My director of technology once told me about an experience he had in the early creation days of our call center. He said he had called into a local manufacturing company and was hooked up with the director of sales. He had done everything right, moving the relationship towards selling a set of training programs for the company’s sales team.

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How to Overcome the Mistakes of the Old Sales Closes

tyson group update on effectiveness of sales closes

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 classic closes that we should review to understand how they fit into our new global sales environment.

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The Best Way to Close the Sale – Just Do It!

close the sale nike just do it

To close the sale, you don’t need special skills. Now, back in the day, companies trained specifically on the sales close. In fact, some companies had sales manuals dedicated to special closing tactics. There were even sales training programs that focused on special closing techniques.

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Secrets of the Sales Close You Need to Know

the sales close is like landing a plane

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, out of 1,000 really good leads who were poised to say “yes” to the deal, only about 7% closed because the salespeople didn’t ask for the sale.

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Why ‘Maybe’ Is The Worst Sales Response You Can Get

why maybe is the worst sales response you can get

This post on sales responses was originally published on Oct 21, 2016  and updated on May 15, 2019.

When we get our prospects to clarify their objections, we want to get them to specifically identify the problem or challenges they are finding with our solution.

Remember, our overall goal is to get the prospect to say something. You’ve got to get them to say either yes, no, or maybe.

And for the record, maybes suck. Continue reading