Accelerate! With Andy Paul

Lance Tyson, sales coach and author of Selling Is An Away Game: Close Business And Compete In A Complex World, joins me in this episode of the Sales Enablement Podcast! KEY TAKEAWAYS Selling is an ‘away game’; it happens in the mind of the buyer. Away games are harder because you don’t know the obstacles on the field. Skilled players win more. Lance shares a recent coaching story. He told them your goal for an interaction will determine the approach you will use. Asking for their time is a big commitment. It’s important to be extemporaneous in selling interactions. There’s no perfect script for every situation. Selling is 50% process and 50% art. Be likable. Don’t be the person that lights up the room by leaving it! Actively establish credibility and build trust. Display understanding. Andy comments that a friendship of utility, as Aristotle described it, is what you need in sales. Andy discusses trustworthiness and what it means to ‘know, like, and trust.’ Lance talks about how humans judge one another