514: BYN Breakdown | Is Your Worldview too Fragile?

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 ...