The Human Sales Factor: The Human-to-Human Equation for Connecting, Persuading, and Closing the Deal

by Lance Tyson

Overview

There’s a science to getting others to buy from you—a secret only the best salespeople, business leaders, entrepreneurs, and thought leaders in the world know: selling, at its core, isn’t really about moving a product or service. It’s about moving people. 

Having spent nearly three decades meticulously examining the skillsets required for connecting with others—through the training and coaching of thousands of sales leaders and their teams for some of the biggest brands in the world—bestselling author Lance Tyson has mastered the powers of persuasion and influence, while decoding the intricacies of why people buy from others.

Whether you’re a seasoned professional or an entrepreneur trying to pitch the next great idea—or maybe you just want to get better at getting what you want—The Human Sales Factor: The Human-to-Human Equation for Connecting, Persuading, and Closing the Deal is for you. This book is a peek under the hood of Lance’s proven, predictable, scalable process. It’s designed for sales leaders and their teams, yet is still approachable and applicable for the person who just wants to open doors and increase the chances of getting anything they want or need. 

Connecting and persuading are no longer soft skills. They are fundamental skills that can help you attract investors, sell products, build brands, inspire teams, and trigger movements.

Despite all the processes, lingo, methodologies, and corporate rhetoric, sales—no matter the industry—has never truly been B2B or B2C. It always has and always will be done Human-to-Human. 

Product Details

ISBN-13:	9781631957055
Publisher:	Morgan James Publishing
Publication date:	02/08/2022
Pages:	136
Sales rank:	202,834
Product dimensions:	5.30(w) x 8.30(h) x 0.40(d)

About the Author

Over the past two decades, Lance Tyson has followed his passion for developing strong business leaders and their salespeople by tapping into his natural ability to connect with people and foster an environment for learning and coaching. As owner, President, and CEO of Tyson Group, Lance facilitates, trains, and conducts over one hundred workshops annually in areas such as performance management, leadership, sales, sales management, customer service, and team building. In 2002, Lance took over several Dale Carnegie Training operations in the Midwest. He started with Cleveland, then rolled up to Columbus, and eventually took over the Cincinnati and Indianapolis marketplaces. Under Lance's leadership, these marketplaces experienced 230% growth to become the largest Dale Carnegie Training operation. In 2010, Lance sold his interest in Dale Carnegie and formed PRSPX in Dublin, Ohio, to help clients build an effective sales ecosystem. PRSPX has been restructured as Tyson Group in order to provide services to assess sales teams, diagnose their needs, and equip them to be better salespeople and leaders. Lance now focuses on the mission of Tyson Group: to coach, train, and consult with sales leaders and their teams to compete in a complex world. Lance currently lives in Dublin, Ohio, with his wife and three kids.

Table of Contents

Introduction: Embracing Your Inner Salesperson xi

Chapter 1 Selling from the Inside Out 1

Chapter 2 The Greek Mirror 9

Chapter 3 Human-to-Human = EQ⁵ 17

Chapter 4 The Read-Offense Mindset 31

Chapter 5 The Rules of Persuasion and Influence 39

Chapter 6 The Window: The Power of Opinions 53

Chapter 7 Presence and Presentation 69

Chapter 8 Message and Momentum 79

Chapter 9 The Language of Persuasion 95

Conclusion: It All Comes Down to You 115

About the Author 117

Editorial Reviews

We often have little control over the product we sell, or the people to whom we sell it. But Lance Tyson reminds us that we have control over the seller – ourselves. In his concisely entertaining The Human Sales Factor, we learn how to make ourselves vastly more successful at the essential skills that drive business—our ability to connect and persuade.”—General Stanley McChrystal, U.S. Army (Retired), New York Times Best Selling Author of Team of Teams

"This book will absolutely change the way you sell and connect with your clients - not through fake gimmicks to trick people into believing something you don't believe in yourself, but through a curation of the enthusiasm, credibility, and reason you already possess for a product or service you're passionate about! Lance's brilliant writing and stories will keep you learning new skills on every page. Read this book and change the course of your career and company for good!"—Marshall Goldsmith is the New York Times #1 Best Selling author of Triggers, Mojo, and What Got You Here Won’t Get You There.

"Success begins with the stories that matter most:  the ones we tell ourselves. In this book, Lance Tyson shows how to change the outcome of our stories by leveraging our humanness—our inherent powers of persuasion and influence. This brilliant blueprint for personal and professional success contains riveting anecdotes and eye-opening studies that demonstrate just how powerful our human connections are. If you're looking to increase your odds of persuasion and close the deal, this book is a must read."

—Karen Mangia, Vice President, Salesforce, and Four-Time Author

From the Publisher