515: Lance Tyson | What Doctors and Sales People Have in Common

With thousands of entrepreneurs in the world, only 3% make it over a million dollars. What’s the secret? We’ll learn from today’s guest, Lance Tyson, President and CEO of the Tyson Group. Lance has a wealth of experience in entrepreneurship and is a long-time sales veteran who has trained sales talent for some of the biggest names in professional sports and entertainment, like the Dallas Cowboys, Cleveland Browns, New York Yankees, Miami Dolphins, and the San Francisco 49ers, just to name a few. His passion is developing sales professionals so that they can take their organizations and careers to the next level. 

Let’s dive right in and learn from Lance how Salespeople and Doctors have more in common than you might think.

Things you will learn in this episode:
[00:01 - 06:09] Opening Segment 

I introduce today’s guest, Travis Chappell

Trained sales talent in big-name sports 

Areas of training and leadership

Announcement: travischappell.com/makemypodcast

Lance gives some background on his life 

Entrepreneur dad and working mom 

Supported to be an entrepreneur 

Joined the marines 

Went to college 

Started an import/export business first

Influenced by how his dad was raised 

[06:10 - 15:33] The Sales Savvy Entrepreneur 

Lance’s advice for people trying to find their path 

Lance’s experience in the education world

Not big on college 

Go after your passion with a plan

Becoming a Sales savvy entrepreneur 

Learning in a real-life setting 

Lance talks about the resources you can find 

The wealth of knowledge even on this podcast 

Access to resources 

You will fail before you succeed 

The odds play vs Craps play 

Luck and timing

Lessons Lance has learned along the way 

Sharing goals and interests with the wrong people 

Working with family 

Shifting to a style of having to earn trust rather than giving it

[15:34 - 23:10] The Value of Having Mentors that Value You

Lance continues the story of his entrepreneurial journey 

Brokering overseas business 

Getting hired as a salesperson 

Tired of the rat race 

Interest in Self Growth and Training 

What Lance learned from his mentors 

You will be successful 

Owning 25% equity in his business 

Going off on his own 

Too big to fail

Having mentors that value your success 

Keeping score every year

[23:11 - 30:37] What Salespeople Doctors Have in Common

Lance talks about his sales process 

Sales is an Away Game

Getting into the mind of the buyer 

The health care analogy 

It’s a practice just like a doctor

Connection, evaluation, diagnosis, and prescription 

How this practice ties into my podcast 

Summarizing the doctor analogy as it applies to sales

Lance’s story helping a business 

Cutting a deal without asking 

Giving people premium options 

[30:38 - 34:57] Closing Segment

Who you know or What you know? 

Who wants to know you 

Lance’s story with the chamber of commerce  

The RaNdoM RoUnd

Where to find Lance - links below 

Remember to upload and tag us on Instagram!

Final words 

Tweetable Quotes: 
“I’m not big on college… if you have a plan and a passion, I think you go after it.” - Lance Tyson

“Like business, medicine’s a practice… The sales process follows a diagnosis - so it’s connected, evaluate, diagnose, and then you get to some level when you're giving advice to somebody like a doc would, where you prescribe.” - Lance Tyson

“You look at it as how can I help the person, the avatar, the ideal client - how can I help that person get the number one thing that they desire. And if you do that I PROMISE you paychecks that are gonna be really, really big!” - Travis Chappell

Resources Mentioned: 

How to Win Friends & Influence People

Sales is an Away Game - Lance Tyson

You can connect with Lance on LinkedIn, Twitter, and Instagram . Visit https://tysongroup.com to learn more about his space.

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