How to Sell Like a Professional in Today’s Environment

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Sales Game Changers Podcast Episode 171 features Lance Tyson

What does it take to succeed in today’s complex sales environment? What do you need to break into the top 10% or even 20% when selling premium suites for national sports franchises, or big-ticket luxury items, or top end experiences and events?

In this episode, Fred Diamond, host of the Sales Game Changers podcast, runs through a variety of questions like these with Lance Tyson, CEO of Tyson Group, and author of Selling is an Away Game. If you want tips that will put you on the field of play and supercharge your sales game, then put in your earbuds, buckle up your seat belt, and get ready for a rapid-fire one-on-one that will change how you approach developing your sales team as well as your career. 

You can find Fred Diamond’s Sales Game Changers podcast here. Give it a listen today.

3 Quick and Easy Steps to Achieving Sales Success

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Sales Wisdom I’ve Discovered in my Career

Throughout my time in sales, I’ve researched numerous complex theories, process descriptions, tactics, and strategies. In addition to these, I have also come across a number of quips from sales gurus who try to encapsulate sales success in a simple phrase that can be easily understood, even by a 5th grader.

For example, Zig Ziglar was famous for saying, “Either you’re green and growing or you’re ripe and rotten.”

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Did You Verify Your Prospect’s Buying Signals?

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Here’s something I noticed about good salespeople. During their presentation, in particular when they are delivering their prescription to address the challenge, a good salesperson will have the awareness to recognize buying signals, warning signs, and objections. It’s these signals that will lead us into the next phase of the sales process, the dialogue. Continue reading

5 Questions You Must Answer When Presenting Relevant Evidence

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Presenting Relevant Evidence

Back in a previous post, I outlined a sales call where the sales rep, after performing his diagnostic session, removed all documentation off the table, presented relevant evidence, and focused on the one solution that was going to address my challenge.

I emphasize the fact that he removed all documentation off the table because it highlights one important fact: More information is not better. We want to get the need or the issue right and give them enough relevant information. Too much irrelevant information causes confusion. And confusion leads to doubt. Continue reading

Sales Managers – 4 Things Your Young SalesPeople Need to be Successful

 

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This post on Millennial success was originally published on Nov 8, 2016  and updated on Feb 26, 2019.

4 Items Sales Managers Should Include in their Coaching Sessions

Worldwide, the population group called Millennials is just over 75M people in the US; that’s larger than the number of Baby Boomers. But for us sales managers, the employment numbers are more interesting. According to MarketWatch, the most recent numbers in 2017, tell us about 56M Millennials were either working or looking for a job. That beats out 53M GenXers, and 41M Baby Boomers. Continue reading