8 Essential Sales Tips
Brutally honest principles distilled into actions you can use on your next call.
Say it straight
Ask better questions
Listen deeply
Hold your frame
Reframe objections
Build brand
Serve first
Tell repeatable stories
1) Say What You Think
- Ask directly for budget, scope, decision process, # of bidders.
- Direct questions reduce anxiety and reveal red flags (e.g., “18 bidders” ⇒ disqualify).
- Keep language simple and explicit; one sentence beats a speech.
2) Questions > Answers
- Be a problem seeker before a problem solver.
- Use open-ended questions to map current state → desired state.
- Questions open conversations; answers (too early) close them.
3) Listening Is Your Superpower
- Practice full-value listening: take notes, unpack “suitcase words,” read subtext.
- Pause 3 seconds after they finish; follow up on what they just said.
- Signal importance: “I’m writing this down so I don’t miss anything.”
4) Never Justify
- State your price and stop. Justifying signals insecurity and flips the power dynamic.
- Avoid diminishing language (“just,” “only”); hold your frame as an equal.
5) Handle Objections by Reframing
- Treat objections as IOIs (Indicators of Interest), not rejection.
- Embrace and pivot: agree with the concern, then contrast your unique value.
- Don’t push against beliefs (which entrenches them); guide to a 20% new alternative.
6) Brand Multiplies Sales
- Strong (personal) brand accelerates trust and supports premium pricing.
- Show up consistently with value; build reputation at scale via content.
7) Be In Service of Others (SALES)
- Serve: put their mission above yours; act as a fiduciary.
- Ask: open, agenda-free questions.
- Listen: with intent, then clarify.
- Empathize: feel the risk and stakes.
- Summarize: mirror back needs and next steps.
- Start with gratitude to reset mindset and body language.
8) Ask for the Sale & Tell Repeatable Stories
- Opportunities are lost by not asking; a polite “no” costs nothing.
- Best sellers often don’t “sell”—they share concise, repeatable stories (Character → Want → Obstacle → Outcome).
- Everyone can sell: authenticity, no-BS, and pride in outcomes travel via word-of-mouth.
Use this on calls: Open with goals & constraints → ask layered questions → listen & note → reflect needs → propose concise option → state price (no justification) → invite decision or next step → summarize in writing.