We have reviewed how to identify sales objections and separate out true concerns from the trivial pursuits. We reviewed the types of real sales objections that we encounter in the sales process. And we reviewed the best time to address these objections. So now it’s time to look at how to overcome sales objections through our responses.Continue reading
I remember attending a sales call with one of my salespeople back when we were expanding our performance sales training organization. He had landed an opportunity for a sizable, in-house training deal and he knew he was going to get some resistance with a deal of this magnitude. He wanted me to join him and give him some coaching on handling sales objections during a presentation.Continue reading
In a previous post, we outlined a process for resolving sales objections. It’s a way of adding some stability, scalability, and repeatability to the sales process. In other words, all members of your sales team, from the freshman sales rep to the seasoned saleswoman, now have a way of producing repeatable results when resolving common sales objections.Continue reading
There’s no doubt that we’re in the middle of some tough times – a raging pandemic, a downturned economy, rising unemployment… Yes, we can all agree that times aren’t the best right now.
But speaking as someone who has served as a salesperson, sales coach, sales manager, and CEO, I can say that we’ve faced tough times before. And to get through the dark times, we do two things. First, we focus on what we can control and change it for the better. And second, we highlight our accomplishments to carry us to better times. As I’ve coached my team through the years, acknowledge the situation. But work to change what’s in your control and celebrate your victories when they happen.Continue reading
Sales managers, here’s something I’ve noticed that may be frustrating you when your new salespeople start their sales negotiations.Continue reading
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.Continue reading
Last week, I found out that Tyson Group is a finalist for the 2020 Stevie Awards for Sales and Customer Service in the solution provider category of Sales Consulting Practice of the Year. I’m honored that our group has received this recognition, especially with the caliber of organizations in the running.Continue reading
Greg Kish, Vice President Sales & Service with Legends at LA Stadium & Entertainment District at Hollywood Park
Q: Tell us about the work you do with Legends
A: Legends has been fortunate enough to partner on the most ambitious projects in the history of sports and entertainment. My role is being a steward of iconic brands to delivering on all revenue streams and ensure the financial success of the project. With that said, the most rewarding part is the opportunity to build a team of people and a culture that will have a lasting impact for our partners.Continue reading
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.Continue reading