In this Expert Insight Interview, Lance Tyson discusses his book The Human Sales Factor: The Human-to-Human Equation for Connecting, Persuading, and Closing the Deal. Lance Tyson is the CEO of The Tyson Group, a top sales training company. He specializes in sports selling and has worked with some of the biggest sports teams in America.
This Expert Insight Interview discusses:
- The human factor in sales
- The different roles that require selling in business and life
- The believability that comes from enthusiasm about an idea
People want to have good, solid, authentic connections with other human beings, whether in a sales process or other interaction. This was always the case, but it has been particularly accelerated by the pandemic, which is why this book is so timely.
When Lance and his team were planning out the book, they looked at what makes the difference in sales and where this difference comes from. They realized that the human factor was critical to this process because people wanted the believability of human-to-human contact.
Selling as a Part of Life
Selling is the lifeblood of any business and is even key to many human interactions unrelated to business. If you have a movie script and try to get people to buy into it, you have to sell it. You even have to sell your kids on doing the right thing.
There are so many roles that require selling and so much applicability to the word “sale,” particularly in leadership.
Enthusiasm and Believability
Personal development has become all about what is facing out, whereas, in the past, it was all about what’s inside you, all about your value system. According to Lance Tyson, the latter is the right approach, not only in personal development but also in sales. There is a believability factor and an enthusiasm that every idea generates.
This means you’ll be hard-pressed to find a salesperson that is as excited about your product or service as you are. You have to look at your message and how it comes off, and this comes from your first. Sales do require people skills, but it is all about understanding yourself and knowing that the message comes from you before you can deliver it.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.