How to Boost Your High Performance Sales Team Through Better Delegation

high performance sales team delegation process

Here’s a quick story that highlights the difference between a high performance sales team and one that needs your constant supervision.

One warm summer day a few years back, I was driving along the interstate heading up to Cleveland. It was one of those days where everyone was at an optimal cruising speed that was about 10 MPH above the posted speed limit. 

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Sales Leadership During Times of Uncertainty

Sales Leadership In Times of Uncertainty

In the original version of the Magnificent Seven, Yul Brenner and Steve McQeen spend the opening scenes recruiting men to, “shoo some flies away from a little village.” In one scene, they come across Robert Vaughn who is on the run and now looking for work. When Vaughn agrees to join the team, Brenner holds up seven fingers indicating that they now have seven men on the team. McQueen, however, waves his hand as if to say, “hold on.” He has reservations about Vaughn. That’s when Brenner says, “No. No. He’s a good gun. And where we’re going is no church social.”

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How to Drive Sales in the Face of Business Uncertainty

driving sales in times of business uncertainty

One of the things that I talk to sales leaders about is the difference between a thermometer and a thermostat. A thermostat can set the temperature and manipulate the climate to get to the desired temperature. A thermometer can only take the temperature. With the business uncertainty in today’s climate, we can only take the temperature and react minute-by-minute to this uncertainty.

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The Most Important Rule You Need to Know When Opening a Sales Call

when opening a sales call use the Affinity Rule

When I started assembling my current crew, my current Vice President told me a remarkable story about opening a sales call, displaying exceptional sales acumen for someone who was just starting her sales career.

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5 Sales Closing Tips You Need To Win More Deals

sales closing tips, reaching the finish line from Tyson Group

When we conduct our sales training, a fast rule we follow is that there are no special skills in closing. In a different article, the Myth of the Perfect Closing Script, I conveyed my dismay at salespeople’s adherence to those relics. Those sales closing tips are a part of a different era, a different environment, and different customer culture.

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5 Best Objection Busters You Need to Know

sales objection busters from tyson group

Here’s an interesting point I noticed in my trainings. When it comes to objections, salespeople do their best to avoid them. Overall, sales reps are usually looking to find things that are contribution-biased, things that are in their favor. They really hate to bring up objections. So most sales reps don’t even bother asking for objections. Instead, they hope to avoid them, not realizing that anything they’ve bought in their lives they initially objected to or compared and contrasted, weighing out reasons for buying vs reasons against buying.

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How to Close Business in a Complex World: Bring It in for a Landing

close business in sales with a powerful opening and a controlled close like a long jumper

This article on how to close business was originally posted on September 9, 2019 by Lance Tyson in SellingPower

For sales professionals, there is perhaps no single word more enshrouded in mystery than “closing.” If you check out the descriptions for sales jobs, you’ll find that companies are always looking to hire closers. There’s a kind of mythology built around closing that implies a rarefied skill possessed by only a few elite salespeople. 

But, in reality, closers are like pixies or leprechauns – they don’t exist. That’s because there’s no special skill required to close business.

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How to Turn Sales Objections into Opportunities

resolving sales objections and overcoming other sales hurdles from tyson group

This article on sales objections was originally posted on July 8, 2019 by Lance Tyson in SellingPower

We’ve all had experiences when we felt a sale was going pretty well, and we felt the momentum gaining. Then, out of the blue, brake lights. Everything comes to a screeching halt. A prospect will suddenly tell you that your price is too high, or that they don’t have the budget, or that they aren’t sure your product or solution really has value.

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3 Steps to Gaining a Competitive Edge in Sales

competitive edge through sales diagnosis by tyson group

This article was originally posted on May 1, 2019 by Lance Tyson in SellingPower 

I recently made a visit to the orthopedic surgeon to check in on a shoulder issue. I didn’t walk in the door wanting to sign up for surgery.

After spending a bit of time in the waiting room, I was led back to another part of the office, where a nurse practitioner asked me a number of questions about my health, took notes on my weight, temperature, and blood pressure and interviewed me about my health history. They gathered lots of information about me in order to help the doctor accurately evaluate my condition.

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