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 Closing Tips You Need To Win More Sales

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 relayed as much. Those closing scripts and closing tips are a part of a different era, a different environment, and different customer culture.

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5 Secrets to Motivate Your Salespeople

Motivate your sales team tyson group

A question I often get in my consultation sessions is, “Bob’s not motivated. What’s the best way to motivate Bob to get out there and sell more?”

Well, I don’t know if there’s a best way to motivate sales people because I actually don’t believe motivation is an outward force. It’s not something you do to someone. Motivation comes from within the individual.

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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 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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When Opening a Sales Call, You Need to Stop Doing These 2 Things

smart phone opening a sales call tyson group

Sales reps are still being taught old school tactics that don’t work in today’s digital business environment. In a previous post, I reviewed how the much maligned cold call has become ineffective because of the outdated practices still being used to execute them.

The same can be said for opening a sales call. If you want to to be effective when opening a sales call, you need to drop the old-school behaviors that some organizations are still teaching.  Here are two examples of behaviors you need to stop right now when opening a sales call.

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How to Tell Genuine Sales Objections from Insidious Put-Offs

sales objections put-offs fingerprints

Here’s a question about sales objections I encountered a lot when we did lead generation work:

I keep running into objections before I even have a chance to introduce myself. What is the best way to overcome “I’m too busy,” “I do not have time” or “Call back in two months?”

One of the challenges we face with sales objections is knowing when we have a bona fide objection as opposed to the prospect simply trying to get rid of us. 

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How to Use the Verbal Cushion in Resolving Sales Objections

verbal cushions sales objections tyson group

When you’re in the field, your sales activity requires the use of various communication elements, like the verbal cushion. To be effective in sales, you need to know how to communicate with your prospect. However, you also need to be adept at using the various communication elements at your disposal.

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