sales training Archives

Effective Sales Skills Assessment is the Magic to Fine Tuning Your Team

“People are overlooked for a variety of biased reasons and perceived flaws. Age, appearance, personality. Bill James and mathematics cut straight through that.” -Peter Brand, Moneyball The premise of Moneyball, both the book and the film, was that the method of recruiting baseball talent was stuck in the past. The process used outdated methods and …

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Empowering Growth Through Training, Testing, And Lifelong Learning With Steve Richard

podcast / By Lance Tyson

Sales, like any discipline, is something you learn and it is a lifelong process. In this episode, Steve Richard, CEO and co-founder of Vorsight and ExecVision, reveals his thoughts on the natural-born salesperson, the power of testing, and how sales leaders, as well as individual performers, can improve their overall efficacy. It always comes back to lifelong learning. …

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Fake it Until You Feel it

Sales Coaching / By Lance Tyson

Adopt and Express Humility to Increase Sales Effectiveness Are you the kind of sales leader who often thinks: “I’m constantly dealing with idiots”? I get it, sometimes it can feel like you’re working on an island managed by six-year-olds. With that perspective, however, it’s likely that not only prospects, but your sales team, will view …

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Red-Ocean Mindset

Sales Leadership / By Lance Tyson

Revising the Sales Playbook to Ignite Sales EQ There was a book a few years ago called Blue Ocean Strategy. The concept was that a blue ocean means that the water is deep, has a lot of fish, and has fewer people fishing. Thanks to COVID-19, however, businesses are suddenly finding themselves in a red …

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I’ll Take EQ Over IQ Any Day

Sales Leadership / By Lance Tyson

Have you ever thought about the potential of a $5 bar of iron? If you’ve never seen one, there’s not much to it. Just a simple rectangle, like a bar of gold bullion, though a heck of a lot less expensive. But just because it’s a $5 bar of iron doesn’t mean it has to …

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What is the Best Time for Handling Sales Objections?

Sales / By Lance Tyson

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 …

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6 Types of Common Sales Objections You Need to Know

Sales / By Lance Tyson

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 …

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How to Drive Sales in the Face of Business Uncertainty

Sales Training / By Lance Tyson

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

Tyson Group Noted as a Finalist for This Year’s Stevie Awards

News & Events / By Tyson Group

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.

Case Study Reveals Sales Training Ideas That Will Impact Your Bottom Line

News & Events / By Lance Tyson

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 …

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How to Master Away Game Selling to Win More Sales

Sales Training / By Lance Tyson

This article was originally posted on March 25, 2019 by Lance Tyson in SellingPower I’m addicted to my Fitbit. It keeps my diet on track, helps me work out longer and more frequently, and basically keeps me on my game regardless of whether I’m at home or on the road.

3 Rapport Secrets That Will Make You Your Prospect’s Most Valuable Asset

Sales Coaching / By Lance Tyson

Here’s a revelation about the sales process from our Director of Technology, followed by a few ideas on leveraging the power of rapport and becoming a valuable asset.

Make Your Sales Presentation Pop with Evidence

Presentations / By Lance Tyson

Once the salesperson has diagnosed the problem correctly, they need to present the right prescription in such a way that it persuades the buyer to see value in the solution or opportunity. As salespeople, we need to gain the high ground in order to overcome doubt quickly and effectively. And what inherently overcomes doubt? Evidence! …

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The Secret to Influence in Sales – Making Your Ideas Their Ideas

Sales Coaching / By Lance Tyson

In a previous post, I spoke about empathy and sympathy and how it’s better to be sympathetic to the client’s situation vs being empathetic and joining them in the situation. Let’s delve a little deeper into that and see how we can use this to influence the sale process.