Lance TysonJan 31, 20194 minThe Secret to Influence in Sales - Making Your Ideas Their IdeasI spoke about empathy and sympathy and how it’s better to be sympathetic to the client’s situation vs being empathetic and joining them...
Lance TysonJan 16, 20194 minEmpathy vs Sympathy: Are You a Part of Your Prospect’s Problem?The Role of Sympathy and Empathy in the Sales Process Here’s something I learned in my past about the roles sympathy and empathy play in...
Lance TysonJan 9, 20194 minAnatomy of a Sales Call: Tailor Your Sales Process to Their Buying ProcessYour Prospect is Getting Advice on Their Buying Process That May Not Help You Four days later I was back in Columbus, having lunch with a...
Lance TysonDec 27, 20183 minSales Tip from Lance’s Training War Chest - Talk Like Your Prospectlast post, I wrote of using your questions not only to get your prospect’s attention but to also keep their interest by selling to the...