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 ChappellTrained sales talent in big-name sports Areas of training and leadershipAnnouncement: travischappell.com/makemypodcastLance 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 firstInfluenced 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 worldNot big on college Go after your passion with a planBecoming 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 timingLessons 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 failHaving 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 GameGetting into the mind of the buyer The health care analogy It’s a practice just like a doctorConnection, evaluation, diagnosis, and prescription How this practice ties into my podcast Summarizing the doctor analogy as it applies to salesLance’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 RoUndWhere 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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Jump on over to travischappell.com/makemypodcast and let my team make you your very own show!

If you want to learn how to build YOUR network, check out my website a travischappell.com. You can connect with me on Facebook, Instagram, and Twitter. Be sure to join The Lounge to become part of the community that’s setting up REAL relationships that add value and create investments. 

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