14 Best Sales Techniques From Expert Sellers in 2023

"Catch the customer's attention within 8 seconds, especially if you’re cold calling. Studies suggest that attention span plummeted from 12 to 8 seconds in recent years and this is the challenge that sales representatives need to address before approaching the prospect to make a sale. Be precise and straightforward, letting your customers know that you are not wasting their time."

— Robert Johnson, Sawinery

“My number one tip is to qualify your leads more thoroughly so that you can sell to the right people more predictably. Simply put, focus on the right target market, and don't waste your time on people who are less likely to buy. We use the longer lead acquisition form to pre-qualify leads thoroughly. We find that the people who go through a longer lead form process have significantly more significant problems or ‘pain points’ that they are trying to solve. A prospect with a more substantial ‘pain point’ is a more qualified prospect with much greater motivation to buy.”

— Randy VanderVaate, Funeral Funds of America

“Make it a habit to always ask for referrals. Sure, it can be a little awkward asking for one, but if you ask with confidence and purpose, odds are the person you’re speaking to will gladly help point you in the right direction. You can even go a step further and after they give you the referral, ask for a quick introduction to that lead via email or even better, over a virtual meeting.”

— Anna Svoboda, Augeo

“Ask and dig for emotions! Question example: What are your current goals and priorities for your business? Why is that? What would it mean for you to achieve that? This question allows you to dig into the emotional reasons why someone is looking to purchase a service/good. Buying is purely emotional, not logical. If it was logical, we wouldn't have LV bags, we would be using a non-branded bag. Really digging deep into the reasoning behind someone's goal will really increase conversion rates. It will also let you refer back to these emotions throughout the sales calls.”

— Daniel Phung, Full Books Marketing

“Listen actively. When you're in sales, you are briefed on talking points and so it is pretty tempting to launch into a script and try to start selling right then and there. Instead, ask a few open-ended questions that help you understand the prospect's specific challenge. While they're answering, show you're interested with your body language by nodding. When it's your turn to speak, use several of their phrases so they feel heard. Now your pitch is personalized and is providing a solution to a challenge they've just iterated. That's how you become partners, not just a vendor.”

— Christine Elizabeth Cooper, KNB Communications

"Continue having qualifying discussions with your prospect throughout the lead nurturing phase. Have them describe their problem, ideal results, and what it’d take to get them there. Consider adopting a sales methodology like NEAT selling. The more you understand your lead’s need, economic impact, authority and timeline, the better equipped you'll be to offer a solution to their problem.”

— Jordan Johnstone, Insight Global

“Go the extra mile to provide value from the beginning of your relationship. It doesn’t have to be a grand gesture. Sending an article about a sport they said they love is another example of going the extra mile. And as the relationship develops, simple things like remembering their birthdays and sending a card can mean a lot. These actions help you stand out.”

— William McDonald, SimplePractice

“I've worked in a variety of sales roles in my career, from directing the phones to oversight of the entire sales and marketing departments, and one principle has remained as a guiding light through each position. Do not be afraid to say ‘I don't know.’ Whatever the reason, it's much better to come back to the customer with the correct number, answer, or information than to just give it your best estimate. Being confident enough to let your customer know that you don't have the answer at this time not only humanizes you, but it gives you time to get your case in order.”

— Jacob Shirar, Rocky Mountain Finishes

“Portray yourself as an expert advisor instead of a salesperson. A whopping 80% of prospects tend to say “no” at least four times before finally saying “yes.” So, if you want to seal a sales deal more quickly, here’s a tip: position yourself as an expert advisor in your industry instead of acting as a salesperson. Most buyers don’t want to be inundated with sales-focused sales tactics — they want to speak with experts who can provide them with solutions to their problems. A good example of this is when you share data-backed success stories.”

— Christopher Liew, Wealth Awesome

“Especially in post-pandemic selling, you may be most comfortable interacting with clients over Zoom or Microsoft Teams calls. But don’t pass up the chance to meet your prospects in person. Odds are, your competitors are also doing anything they can to get in front of your same clients, so make yourself stand out by taking the opportunity to build a lasting relationship. This can be for a meeting in their building where you bring donuts, meet at a local coffee shop, or have a quick lunch or happy hour.”

— Kristin Howell, Insight Global

“One thing that all new sales representatives should know is that sales is a process not an art. You don’t need talent for it. It can be learned, and you grow gradually in this field. Nobody starts closing deals right off the bat. The process is long yet doable. Break it down into steps and you’ll find it much easier. Do not let yourself be disappointed if you get rejected from your first few prospects. Keep your head held high and move on to the next one.”

— Sai Blackbyrn, Coach Foundation

“People don’t ask for business. I like to be upfront. After identifying a problem and then finding a solution that my product or service can offer, I always ask them what needs to be done to get the partnership started. That’s a tactic I’ve used that has worked many times. Don’t give people the stereotypical ‘salesman routine.’ Just be real because that’s what people will buy.”

— Elias Diaz, Virtudesk

“Ensure you can talk about how you (or your product) are superior to your competitors: In sales, you need to give people a compelling reason to use you (or your product). If you're just like everyone else, it will always come down to the lowest price. Clearly articulate why you/your product is superior and your client will be far more receptive. Pro-tip: Do it in a way that doesn't bash your competitor though, or you'll lose credibility!”

— Ryan Waller, Beth and Ryan

“Keep following up! It never hurts to make an additional call to a prospective client. There have been many times where a client wasn't ready one week but a week or two later they have had experiences that have convinced them to move forward with our services. Even if a prospect chooses a competitor, still call and follow up. You never know if the competition has made mistakes and that one additional call will convince the customer to switch to your services.”

— Ryan McEniff, Minute Women Home Care