13 Sales Techniques You Must Know TODAY to Close Deals

Let’s face it: The world of selling is far different today from what it was just a few years ago. As a result, salespeople need to adapt—to adjust to what’s happening in the modern world.

Part of this requires using sales techniques to stand out from the competition.

What selling techniques can help you provide more value in the eyes of your prospects, so you can close more deals?

I’m going to show you 13 sales techniques you must know today, right here in this video. Check it out:

Why Prospects Push Back on Price

1. Be a peer.

1. Be a peer.

Many salespeople treat prospects like they’re royalty. But putting prospects up on a pedestal is the ultimate way to ensure that they’ll have very little respect for you. Just think about it from a dating perspective. If you’re on a date with someone who immediately puts you on a pedestal and is obviously very into you, your guard will go up. You’ll think, “What is going on here? Why are they treating me like I’m somehow above them?” We naturally respect people who treat us like a peer.

This doesn’t mean it’s OK to be disrespectful to prospects, or overly casual. Don’t call them “dude” or use other language like that. Just treat them like they’re a peer, a normal person in a peer-to-peer relationship. Even if they’re a Fortune 500 CEO, it doesn’t matter. You must treat them like a peer if you want them to engage with your ideas—and ultimately show and feel respect towards you. This is one of the most powerful sales techniques you can use to close more deals today.

2. Tonality matters.

2. Tonality matters.

Following scripts is an important part of successful systematic selling, but salespeople often miss the mark when it comes to tonality. And tonality truly matters when it comes to sales techniques that help you close more sales. If you read your sales script without any change of pace or tonal inflection, you’re going to come off as just reading a script. But with the right tonality, you can follow the same exact script in a way that sounds totally authentic.

The tonality is what makes the script actually work. Pay close attention to your pace, voice fluctuations, and the way you approach the different lines in the script. That’s what makes it authentic.

3. Soften then clarify.

3. Soften then clarify.

This is one of my favorite sales techniques of all time. Use this as often as possible. When a prospect tells you something that doesn’t really make sense, is vague, or doesn’t fit with where you want the conversation to go, it’s time to soften and then clarify.

Soften basically means giving them a little compliment. And then you want to clarify—or in some cases, redirect.

So, soften might sound something like this: “You know what? That’s a great question,” or, “That’s a great point.” And then clarify would sound like: “You must be asking for a reason,” or, “What prompts you to ask that question?” When you put them together, the whole thing might sound something like: “You know what? That’s a really good question. What prompts you to ask it?” This selling technique gives you more control of the interaction. The softener is the key to effectively taking the conversation wherever you want it to go.

4. Drop the pitch.

4. Drop the pitch.

Salespeople often start their conversations right out the gate with a pre-planned pitch, aiming to be the most persuasive thing the prospect has ever heard. But the reality is that all of your competitors are doing the same silly pitch. You’ve got to drop the pitch. Instead, focus on the challenges that your prospects are facing. Focus on understanding them, not on pitching your product or service. The best selling technique here is to simply engage prospects in a conversation about what they’re looking to accomplish—and ultimately determine if there’s a fit.

5. Calm and steady.

5. Calm and steady.

In traditional sales, it’s all about enthusiasm, excitement, and passion. Old-school selling tells us to “wow” our prospects with a high-energy, overly cheerful approach. That’s all junk. This enthusiastic way of selling goes back to what’s referred to as the NCR (National Cash Register) Primer, which was invented in the 1880s. Electricity wasn’t even common at the time this sales strategy was invented. So why on Earth are salespeople still using it?

Instead, stay calm and steady when talking to prospects. Engage them in a simple human-to-human conversation. Don’t get excited. Don’t be overly animated. Just be calm and steady. This sales technique stands out in today’s marketplace. Listen to salespeople around you and you’ll notice that the vast majority of them will switch into an enthusiastic “sales voice” the moment they’re speaking to a prospect. Don’t get caught up in this pitfall. Instead, just stay calm and steady. Be human.

6. Less rapport, more value.

6. Less rapport, more value.

In general—and especially in the time since the pandemic began—salespeople spend way too much time on rapport-building in their conversations. This has become most prevalent over Zoom and other virtual sales meetings, where the building of rapport is more obvious and, let’s face it, far less organic than it is in person. When you dedicate the first 5 minutes of a 30 minute Zoom sales call to talking about sports and the weather, you’re going down the wrong path. Your prospects are busy people. They don’t care about rapport. They want value.

In fact, the data shows that prospects don’t really want to do rapport-building with salespeople at all. And if they do, they want it to be really quick. Jump right into the conversation and focus on the prospect, what they actually care about, and the value they’re looking to gain from you. This selling technique is far more effective at increasing sales than any casual conversation about sports or the weather could ever be.

7. Opening Play.

7. Opening Play.

The “Opening Play” is simply my term for engaging the prospect in a conversation. It’s the first 25 seconds of any sales conversation, and it emcompasses how you’re actually going about engaging the prospect in a real conversation. The key to a successful Opening Play is to briefly explain what you do in one short sentence. Ditch the whole monologue about everything you do, and replace it with just one concise sentence that explains who you are and what you help your clients accomplish. Once you’ve done that, leverage your bird’s-eye view of your industry to demonstrate that you understand the key challenges your prospects typically face. Use those challenges to engage the prospect in a conversation that rings true to them.

Having a rehearsed, tight Opening Play is one of the most effective sales techniques you can master in order to close more deals. I have countless training videos out there that focus on the Opening Play, so take a look through them if you want to dial in your own Opening Play now.

8. Disqualify.

8. Disqualify.

Most salespeople are told that they must qualify prospects, persuade them, or convince them. Throw all of that out. Instead, adopt a mindset that’s focused on disqualifying prospects. The data shows that less than 50% of the prospects we come across will ultimately be a fit for what we sell. So don’t waste your time on those who are never going to buy in the first place. Disqualify, disqualify, disqualify.

This selling technique requires that you accelerate the speed at which you either disqualify someone, or ultimately qualify them and have a deeper conversation to share potential solutions. Disqualification really changes the game, because it dramatically cuts down on the amount of time you spend with prospects who aren’t a fit. Forget about hunting down, chasing, and following up on tire-kickers. Focus on a disqualification approach and that’ll all be history.

9. Case studies.

9. Case studies.

There is no better way to explain what you do than through a compelling true story in the form of a case study. Most salespeople and business owners describe what they do by giving a long-winded explanation of all their abilities, features, and benefits. But this dry explanation-approach is like the textbook of selling: boring and forgettable.

A case study, on the other hand, is like a good story. Humans remember stories. We don’t remember explanations. And so, this is one of the most important sales techniques you can incorporate into your strategy. Use case studies when a prospect doesn’t understand something, or when you want to articulate an idea further. Get specific. Talk about the challenges the prospect was facing before, tell them a little bit about what you did. And of course, describe what some of the real outcomes were.

10. Get feedback.

10. Get feedback.

In the presentation phase of the sale, when you’re starting to demonstrate what you do, it’s important not to fall into the track of giving a monologue. The presentation should never be a one-way conversation. Still, most salespeople do all of the talking during the presentation phase of the sale. Instead, you should constantly be getting feedback from the prospect to make sure you’re on track. “Do you see what I’m saying there?” That’s getting feedback. “Does this make sense?” “Can you see what I’m saying with that particular piece?” “Could you see how that might fit into your world?” “Does that all sound okay?”

By asking questions like these—which I call feedback loops—you can continue to engage your prospect throughout the presentation, giving you the ability to redirect or change course if need be. That’s what feedback’s all about. With this sales technique, you can turn your presentation into a two-way conversation.

11. Ask for questions.

11. Ask for questions.

Traditional sales presentations run over the allotted time and don’t leave any room for questions from prospects. But your prospects’ questions are the most important part! The only thing that truly matters is what the prospect cares about. It’s time to flip the traditional sales model on its head. Keep your presentations really, really short, and ask for questions throughout. Let the prospect’s questions drive the rest of the conversation.

Ask something like, “So now that I’ve shared the high-level ideas with you, what questions do you have for me about our solution?” Prompt the prospect to ask questions so you can direct the conversation and keep it on track to address their top concerns. Remember that what you have to say is never as important as what the prospect wants to know.

12. Be N.S.O.

12. Be N.S.O.

N.S.O. stands for Next Step Obsessed. One of the most important sales techniques to learn is simply to be Next Step Obsessed—constantly. When talking to a prospect, all that matters is determining whether they’re a fit, and if they are, then scheduling a next step at the end of the conversation.

Never let a prospect off the phone without scheduling a next step. If they really push back and don’t want to schedule a next step with you, that’s a different issue altogether. But never put yourself in a situation where you’re presenting your offering and ending on a vague note such as, “How about I call you sometime next week to check back in?” This means you’ve lost control of the sale.

Always schedule next steps in the current step that you’re in and put that next step in the calendar. Send out a calendar invite. Ensure prospects are responding and accepting that calendar invite. That’s how to hold sales together. Don’t put yourself in the position to follow up, hunt down, and chase prospects. Be Next Step Obsessed.

13. Slow down objections.

13. Slow down objections.

The data shows that when most average and bottom-performing salespeople get objections, the rate of their speech actually increases. They go on these long, meandering monologues to respond to a particular objection. Top performers do something totally different. When they get objections, they slow down the interaction.

If we’re picking the pace up, it’s actually an indicator that we’re uncomfortable, that we’re nervous. So when a prospect gives you an objection like, “You know what? This actually seems really expensive,” or, “This is out of my budget,” don’t immediately launch into a defensive, long-winded monologue along the lines of, “Well, we can do this and that and the other thing…” Instead, act like a top performer and slow down the interaction by saying something like, “I really appreciate your sharing that. Help me understand what prompted you to mention that.”

Get the prospect to actually explain why they said what they said. Why is it important? Is it important, after all? What really matters to them? Really dig into that conversation, and get comfortable there. This selling technique will enable you to hold the sale together even in the face of objections. Slow down. Don’t speed up.

Why Prospects Push Back on Price

More Must-Know Sales Closing Tips…

We live in a truly unprecedented time in selling for many reasons. For one, we have an abundance of really, really good science and data on sales today—something that simply never existed before.

Up until just a couple of years ago, most sales training ideas were just some guru’s anecdotal ideas about how to sell…

Because of this, it was impossible to tell whether those same ideas would work for individual salespeople.

But now we live in a time when we can truly know what works and what doesn’t.

In this video, I’m going to show you 7 killer sales techniques backed by science and data. Check it out:

14. Whiteboard Pitch.

14. Whiteboard Pitch.

Recent data from sales scientist Steve W. Martin tells us that only 31% of salespeople converse effectively with senior executives. The Whiteboard Pitch solves this challenge.

Put yourself in the shoes of a senior executive. Think of how many salespeople are hounding you every single day—and they’re all typically starting the conversation in one of two ways: 1) by opening up their jacket pocket and talking about all the amazing things in their product or service, or 2) by saying something really weak like, “I’d love to learn more about your business and understand what’s keeping you up at night.”

Both of these approaches are deeply problematic with senior executives. That’s simply not how they want to be engaged.

Senior executives want insight. They want to engage with people who can demonstrate that they truly know what they’re talking about.

At my firm the Sales Insights Lab, we teach a sales technique backed by science and data
called the Whiteboard Pitch, which takes place at the beginning of an interaction with a senior executive. With the Whiteboard Pitch, you can demonstrate that you understand some of the key challenges the prospect is likely facing by sharing insight via a quick list on a whiteboard, on the back of an envelope, or even on a Zoom screen-share.

The key is to make sure that you’re really demonstrating that you know what’s going on in their world—and back up those ideas with your own data or outside data that supports them.

15. Eliminate prospects that are not a good fit.

15. Eliminate prospects that are not a good fit.

Here at the Sales Insights Lab, our own research shows that the majority of salespeople find that around 50% or fewer of their initial prospects turn out to be a fit for what they sell. This basically means that 50% of all prospects you come into contact with are not likely to be a good fit for what you offer.

As a result, you must use a data-backed sales technique early on in the sales conversation to weed out the 50% that aren’t a good fit, isolate them, and then move on and never think about them again.

There are many reasons that a prospect might not be a good fit right now for what you offer. You must use a systematic set of questions to really determine whether someone’s a fit—and if they’re not, move on. If they are, that’s the only time you should take it to a next step.

16. Be Next Step Obsessed.

Recent data from Gong.io tells us that close rates actually decline by about 71% when next steps aren’t discussed on the first call. If that doesn’t persuade you to always be scheduling next steps in every interaction with a prospect, I don’t know what will. We must be constantly focused on scheduling that next step when we’re in front of a prospect.

So many salespeople come up to me and say, “I tried to follow up with this prospect and they never got back to me, or they never answered the phone.” And I always say, “Well, why the hell are you following up in the first place?” You always want to have a scheduled next step with a prospect at every stage of the sale.

Top reps are consistently taking time, particularly at the end of any prospect engagement, to always schedule a next step. That means a calendar invite goes out from you to the prospect, into their calendar, and they accept it.

17. Quick, Two-Way Presentation.

Another powerful piece of data from Gong.io tells us that top producers in sales don’t dilute their message. In fact, they spend about 39% less time pitching product features. This tells us two things: 1) their presentations are shorter, as they spend less of the sales process actually pitching or presenting their offer, and 2) their sales presentations are not just a one-way monologue; instead, they engage their prospects in two-way conversations.

Other research supports this idea, showing that top performers have more two-way, back-and-forth conversations with prospects. This science-backed sales technique gets prospects actually engaged in the conversation. This is crucial, particularly during the presentation phase, when you want the prospect to be asking you lots of questions.

18. Dig in when facing objections.

18. Dig in when facing objections.

Another great piece of data from Steve W. Martin shows that two-thirds of buyers avoid revealing the truth about their intent to salespeople. This means that when prospects hit us with objections, those objections are very rarely the actual concerns that they have. Think of each objection like an iceberg. The initial objection is just the tip of the iceberg, and it’s your job to uncover what’s really behind it.

The key is to get below the surface of each objection to understand what’s really going on. That’s why we always want to slow down objections.

Don’t immediately respond to an objection with some way to overcome it, but instead implement a sales technique backed by the real data, and dig in to uncover why they mentioned that objection in the first place. Top performers are doing this on a consistent basis, and as a result, they ultimately deal with the real issue that the prospect is facing—thus significantly increasing the likelihood of actually closing that sale.

19. Use a Prospecting Campaign Blueprint.

19. Use a Prospecting Blueprint Campaign.

When it comes to sales techniques backed by science and data, using a prospecting campaign blueprint is one of the most effective by far. Some incredible data from TOPO tells us that it takes an average of 18 calls to actually connect with a buyer, and only 24% of sales emails are actually even opened. That’s why most salespeople who only send a couple of emails or make one or two calls to a prospect are giving up way too early—and that’s why we always suggest that salespeople use a Prospecting Campaign Blueprint.

A strong Prospecting Campaign Blueprint maps out the entire prospecting process that you’re going to take each prospect through. It becomes like a factory line consisting of different steps. Maybe that first step is that you send an email. Then the next step is that you follow up with a phone call, then you leave a voicemail, then you send a LinkedIn connection request, then you send them another email, then you make another call, then you send them a package, and then you make another call…etc. Whatever it is, be sure to map the whole process out.

This shouldn’t be haphazard. This should be structured, but it should also have a lot of steps because ultimately, prospects often aren’t responding to you because they don’t want or need what you have. It’s simply that they’re super busy, and they’ve got a lot going on. And so ultimately, you’ve got to get the right message in front of the right prospect at the right time.

20. Challenge your fears.

20. Challenge your fears.

Some incredible scientific data from Emory University shows that we are born with only two innate fears: the fear of falling and the fear of loud noises. Every time you have fear as a result of something to do with sales, you need to challenge that fear, because it’s not a fear you were born with, it’s a fear that you’ve learned over the course of your life.

When you’re afraid to pick up that phone and make that dial, or you’re afraid to ask that last question about budget or whatever it is, recognize that you were not born with these fears that make you weaker in sales situations. Always challenge your fears and push through them. This is what separates the average rep from the top rep in any industry.

Bonus Sales Techniques to Close More Deals…

Have you ever been in a selling situation where you thought to yourself, “There’s got to be a better way…”?

Well, there probably is.

A wave of new data is revealing what sales techniques actually work in today’s marketplace.

This research is absolutely stunning: We live in a unique time in history when we finally have empirical, hard data on what’s working in sales.

What’s most shocking is that the best sales techniques today can be achieved by making simple changes right away to your selling approach.

These little tweaks to the way you sell can go a really long way.

In this video, I’m going to show you more sales techniques you must know right now. Check it out:

Sales Techniques Video Summary:

21. Break the pattern with your opening.

21. Break the pattern with your opening.

Do you ever think about what those first couple of seconds of an interaction are going to be like for your prospect?

When you get someone on the phone, or when you sit down with someone face-to-face, the first couple of seconds will dictate how they feel about you for the rest of the interaction.

And yet, most salespeople don’t think about what they’re going to say or do in the opening to those initial conversations.                          

Breaking the pattern first requires that we understand what most salespeople are doing in this situation. I’ll give you an example. Most salespeople sound like this at the beginning of a sales call: “Hey, George! Marc Wayshak calling! How are you today?!”

Now, what about that call immediately lets the prospect know that you’re a salesperson? Pretty much everything. There’s too much excitement and enthusiasm. Everything is predictable and reliable.

Instead, the new data shows that the best sales technique is to break the pattern by taking a different approach. Your new opening should be calm and measured, sounding something like this: “Hey, George. Marc Wayshak calling. How have you been?”

Think about the difference between those two situations. Not only is the tonality lower (no exclamation points) but you’re asking “How have you been?” instead of “How are you?!”

Data shows that when you start a conversation with a sincere “How have you been?” you have a six times higher likelihood of setting an initial face-to-face meeting. That’s really powerful stuff.

22. Tell them the reason for your call.

22. Tell them the reason for your call.

Once you’ve asked, “How have you been?” and gotten a response, it’s time to follow up with, “The reason for my call is ________.”

Fill in the blank with the reason for you call—it’s as simple as that. In most cases, the reason for your call is to get a sense of what’s really going on in their world.

Just tell them your reason. It doesn’t have a to be a big explanation, but just a basic reason.

Of all the sales techniques out there, this might be the simplest, and most powerful. That data shows that by stating the reason for your call, you’re two times likelier to get through to an initial sales meeting with a prospect.

So, get right to the point. A buyer or decision maker is really going to appreciate it. 

23. Give an overview of the challenges you’re seeing right now.

23. Give an overview of the challenges you're seeing right now.

When most salespeople get a prospect on the phone, they go immediately into their pitch. They start talking about all the features and benefits of their product, or how great their company is.

But in reality, your prospects don’t care about you or your offering. All they care about is themselves.

What you want to do is present yourself as a true expert—someone who really understands what’s going on in their world—by giving them a basic overview of the challenges you’re seeing in their industry.

Mine sound like this: “George, right now I’m seeing a lot of companies that are struggling with their salespeople not making enough calls, not getting through to decision makers, and not getting a good ROI on their sales activities. Do any of those issues ring true to you?”

What we’re doing is essentially giving them a list of common challenges. Of course, you have to fill in those challenges or frustrations with what makes sense in your world.

In my world, I talk about sales challenges and then engage prospects in a conversation about those key challenges. What challenges will you talk about?

24. Get prospects to tell their story.

24. Get prospects to tell their story.

Powerful new data shows that when we can get a prospect to talk for around 100 seconds about their story in that initial call, we have a much higher likelihood of ultimately getting that meeting.

This sales technique is all about doing everything you can to get the prospect engaged to start talking and telling their story.

By story, I don’t mean life story, but rather the challenges they’re facing, the frustrations they have, and what they’re looking to accomplish.

Whatever can get them to have that conversation in a way that’s really focused on them, we want to do. Once you can do this, you’re much more likely to ultimately set that meeting, and finally get that sale.

25. Understand the upside.

25. Understand the upside.Most salespeople skip this step. To understand the upside, you need to engage prospects in a conversation about their challenges.

Once you’ve gotten them talking about their challenges, they start to see value in a solution. But there’s no tangible value until it’s actually been stated what solving those challenges will mean to them in dollars.

Imagine your prospect is talking about business challenges that pertain to whatever it is that you solve. They say, “We’re trying to do this but so far nothing has really worked.”

Then you say something like, “George, if you were able to solve this challenge what would it mean to the organization?” Now, we’re starting to get the prospect to paint a picture of what a solution means in terms of upside.

If you want to be really hardcore, you could get them to articulate a specific dollar amount: “George, if you were able to solve this sales-related challenge, what could it mean in additional revenue to the organization?”

This is a question I ask every single prospect I ever sit in front of. What always happens is they give me really big numbers.                       

When they tell me, “If we’re able to solve these challenges it would mean an additional $10 million in revenue,” suddenly a half-million dollar consulting contract doesn’t seem like a lot of money.  

26. Make it personal.

26. Make it personal.So often, we want to focus on the business side of the challenge. But the data shows, and psychology has taught us, that every single buying decision has some personal motivation behind it.

Every prospect has a personal objective behind making a buying decision. What we want to do is go from the business objective to the personal objective.

You might want to say something like, “George, I really appreciate what you’ve shared with me so far. But behind every business objective is a personal objective. What would it mean to you personally if we were able to solve these challenges?”

If you’ve built a strong relationship throughout this conversation, your prospect will open up about how this is really affecting them. They’re going to say things like, “You know what? If I don’t solve this, I could be out looking for a job,” or, “This really matters, so that way I can help pay for my kids to attend college.”

Get to that personal motivation and you’ll create so much value.

27. Budget is everything.

27. Budget is everything.The data shows that top performers are having the budget conversation later in the interaction with prospects. They’re talking about budget later on in the buying process.

Average performers typically start talking about price early on in the conversation. 

We want to make sure that we’re not just having a pricing conversation, but a budget conversation. Any salesperson can say, “This is going to cost $100,000.” But what takes skill is having a conversation around budget that sounds like this: “You told me already that if you were able to solve the challenges we’ve discussed it could mean $10 million in additional revenue to your organization. What kind of a budget do you think you might be able to pull together in order to solve these challenges?”

If the prospect says, “Well, you know what, I’m not really sure yet,” that’s fine. Now you’re just going to say something along the lines of, “Totally makes sense. Typically a project like this is going to range anywhere from about $300,000 to $700,000. Where on that spectrum could you see yourself fitting?”

You’re throwing out some numbers, but it’s a really wide range, and you’re getting them to pick the budget. Throwing out a wide range of pricing options is so much more important than just throwing out a single price. Budget is everything.

28. Understand the decision-making process.

28. Understand the decision-making process.

Research shows that one of the biggest complaints that prospects have about salespeople in general is that they don’t take the time to truly understand the prospect organization’s decision-making and buying process.

As a result, a sale that could’ve otherwise happened, doesn’t. Or maybe it’s set back and takes far longer to close than it should have.

This is one of those sales techniques that has nothing to do with your abilities of persuading or creating value. It’s just about asking the right questions to understand the decision-making process. 

Simple questions like, “George, could you walk me through what a typical decision looks like at your organization?” can be all you need.

Understanding who’s involved, what it looks like, and how they go about doing it, is going to make you so much stronger than ever before.                   

29. Make clear and scheduled next steps.

29. Make clear and scheduled next steps.

There’s nothing sadder to me than watching a salesperson do everything right, and then at the end of a conversation, say, “Hey, would it be OK if I followed up with you sometime next week?”

Then they leave the prospect with a wishy-washy, unclear next step.

This is devastating, because it creates so much opportunity for the sale to fall apart. In fact, top performers are significantly more likely to spend a clear portion of the end of any conversation discussing nothing but next steps.

The end of every conversation with a prospect should include getting a clear and scheduled next step. By scheduled, I mean literally getting it into their calendar.      

30. Only present to their challenges.

30. Only present to their challenges.Have you ever been in a selling situation where you’re giving a presentation, and you’re feeling great about how it’s going, but then you go off on a little tangent…and you can see you’ve lost the prospect’s attention?

Then, for the rest of the conversation, you’re thinking, “Did I just hurt that sale?” The answer, of course, is that you did. You did hurt that sale.

We’ve all been there.            

The reality is, we only want to present the solutions to prospects’ challenges, nothing more. Keep your presentation as short as possible. All you’re trying to do in that presentation is make sure you demonstrate that you can solve those challenges.

It doesn’t have to be a huge, magnificent presentation. You should simply go through a checklist of the challenges that were mentioned and how you’re going to solve each one.

Do that and you’ll show the buyer that you understand them better than any other salesperson they’ve ever dealt with before.                       

31. Keep it under 60 seconds.

31. Keep it under 60 seconds.

Recent data shows that top performers almost never talk for more than 72 seconds without re-engaging the prospect in that conversation.

What this means is that they’re never giving monologues. The same data shows that no closing presentation had any period where the salesperson spoke for more than about 100 seconds before there was some type of a switch in who the speaker was.

This tells us that prospects are losing their interest when we go on for too long in that presentation. We’ve all seen this happen.

What we have to do is make sure that we’re never going on for more than 60 seconds before we’re re-engaging them back into the conversation. This sales techniques gets them to buy into the conversation and share their thoughts.                    

32. Use feedback loops.

32. Use feedback loops.

Feedback loops are the best sales technique for re-engaging prospects back into any conversation.

A feedback loop sound something like this: “Does that make sense?” or “Before I go any further, are we still on the same page?” or “How does that sound to you?”

These tiny questions pull prospects back into the conversation, and give them the opportunity to provide feedback on how they feel about what you just said.

Feedback loops pull them back in. Does that make sense? (See what I did there?)     

33. Get bored of using the same process over and over—then do it again.

33. Get bored of using the same process over and over—then do it again.

You’re probably thinking, “What is this guy talking about? Get bored?” That’s exactly right.

The best salespeople are highly systematic. It’s not about getting creative in the sales process; it’s about using the same exact system over and over and over again. And then starting it over once more.

Make sure that the process is an effective sales process driven by sales techniques that actually work. Use that process and follow it exactly every time, without exception.

Get all of your creative needs met in putting together some marketing brochure, or when you go home and paint for fun. Sales isn’t about creativity; it’s about following a systematic process.

If you do that, you’re going to become better and better, because you’re going to continue to slowly but surely refine that process over time. Use that same process over and over again.

So there you have it. Now you’ve learned the top sales techniques you must know today to close deals. Which of these selling techniques will you implement into your sales approach? Be sure to share your thoughts in the comments section below to join the conversation.

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9 reasons why top salespeople succeed

About the Author Marc Wayshak

Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.

Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.

Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.

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