Lance Tyson

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—this keynote is for you. It 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.

In this captivating keynote presentation, Lance delves deep into the realm of persuasion and influence, exploring their roles not just in business, but in our everyday lives as well.

Persuasion is framed as the ability to convince others to change their beliefs, attitudes, or behaviors, while influence is the capacity to shape decisions and actions indirectly, often through the embodiment of certain traits or the use of subtle cues.

Highlighting the ethical use of these tools, Lance underscores the importance of employing them responsibly. Misuse could lead to manipulation, but when used ethically, they could foster stronger relationships, boost personal and professional success, and even contribute to societal change.

The presentation also dives into the psychological foundations of persuasion and influence, including the principles such as: Reciprocity, Commitment and Consistency, Social Proof, Authority, Liking, and Scarcity. Real-world examples helped illuminate these principles and their powerful effects.

We also touched on the role of empathy in effective persuasion, explaining that understanding others’ perspectives and emotions can dramatically increase our influence.

The keynote concluded with practical strategies for harnessing the power of persuasion and influence in various contexts, from negotiating a business deal to leading a team, or even fostering healthier personal relationships.

Audience members left equipped with a deeper understanding of these concepts and a toolkit of techniques, ready to engage their world with greater confidence and efficacy.

Away Game Selling is based on a game changing book “Selling is an Away Game” by sales expert Lance Tyson, founder and CEO of the Tyson Group. This book offers readers an insightful and innovative approach to sales, providing a comprehensive playbook for success in today’s competitive business landscape. Drawing upon Lance’s vast experience in sales training and consulting, as well as real-life examples and case studies, “Selling is an Away Game” equips sales professionals with the mindset, strategies, and techniques needed to consistently win on the sales field.

Learning Objectives:
1. Understand the core concept of treating sales as an “away game,” recognizing that success in sales is determined by your ability to adapt to your clients’ needs, preferences, and decision-making processes.

2. Develop a winning sales mindset that embraces challenges, focuses on client-centricity, and cultivates resilience in the face of rejection and setbacks.

3. Learn how to effectively research, qualify, and prioritize potential clients to optimize your sales efforts and focus on high-impact opportunities.

4. Acquire essential communication and active listening skills to build rapport, trust, and credibility with clients, ultimately leading to stronger and more profitable relationships.

5. Master the art of persuasive storytelling, leveraging your clients’ emotions and aspirations to present compelling solutions that address their unique pain points and goals.

6. Discover proven negotiation techniques and strategies that help you close deals confidently, while maximizing value for both parties.

7. Develop a robust sales process that streamlines your efforts, improves efficiency, and accelerates your sales cycle.

8. Gain insights into best practices for continuous learning, self improvement, and staying ahead of the curve in an ever-evolving sales environment.

Upon completion of Away Game Selling, participants will be well equipped to excel in the competitive world of sales by adopting a client centric approach, building lasting relationships, and honing their sales skills to achieve consistent success. This program is essential for sales professionals seeking to elevate their game and drive sustainable growth for their organization.

In this enlightening keynote, Lance addresses the dynamic and challenging landscape of executive sales leadership. He starts by defining executive sales leadership and its critical role in steering organizational success.

He explores the transformation of sales in the digital age, emphasizing the need for leaders to adapt to new technologies, buyer behaviors, and market trends. And he covers how data-driven decision-making, AI, and machine learning are revolutionizing sales strategies and customer engagement.

The presentation examines essential sales leadership competencies, such as emotional intelligence, strategic thinking, team motivation, and resilience. Lance also highlights the significance of fostering a customer-centric culture and driving innovation within sales teams.

He dives into the concept of transformational leadership, revealing how this approach can inspire sales teams, boost performance, and propel organizational growth, while examining case studies of successful executive sales leaders to illustrate these principles in action.

The keynote concludes by presenting actionable strategies for sales leaders to cultivate these skills and steer their organizations towards a prosperous future. Attendees leave with an enriched understanding of modern sales leadership and a roadmap to drive sales success in their organizations.