303: Well-Known Sales Expert Lance Tyson Shows How a Read Offense Can Help You Bring Your Prospects the Deeper Value They Need Right Now
Read the complete transcript on the Sales Game Changers Podcast website.
LANCE'S TIP TO EMERGING SALES LEADERS: "There are two books on the top of my bookshelf - "All the Places You'll Go" and "Green Eggs and Ham." If you look up the amount of objections that are in "Green Eggs and Ham," you'll find there are 73 and the main objection is, "I don't like green eggs and ham." But the first objection is "I don't like Sam-I-Am." The first objection of the book is, "I don't like the salesperson!" You have to work on your likeability factor. I came out of Dale Carnegie Training and the book How to Win Friends and Influence People doesn't say you have to like anybody, it says you have to have a likeability factor. I urge all sales professionals to be conscious of that and to keep working on it."