Sales tips

Why Sales Follow Up is Where The Money Is

The Money Is In The Follow Up


How do you know when no means no in a sales’s situation? 

It’s so true. Sometimes when we get objections or a prospect says no, we get a little bit frustrated and flustered and we don’t know what to do next.

Start to look at objections as requests for further information,

because a lot of times when people are saying no, they’re really giving you an objection. They’re asking you for more information because they don’t understand something you said, they don’t know exactly what your offer is, they may not see how it’s going to help them.

That’s what it’s really all about…them. Isn’t it?

“Treat objections as a request for further information.”

Brian Tracy
In Sales, The $ Are In The Follow Up
In Sales, The $ Are In The Follow Up

 So, how will you help your customer?

Maybe they’re really saying this isn’t the right time right now or, they don’t understand something you said. 

Maybe they’re saying they don’t have the money right now, but that doesn’t mean they’re not going to have it in two days or in a week. 

There have been many times when someone told me they didn’t want to make payments on what I was offering to them, and I would think to myself, that’s it! We’re done. Then I would stop talking and not say anything – because I didn’t know what to say.

After waiting about 30 seconds, the prospect would say to me, “So I’m just going to pay it in full”. 

And that’s how I learned to stop talking after I present a dollar amount.

It’s surprising, but that’s exactly what they said! Some people just don’t like to make monthly payments – make sure that you understand what your customers’ objections really are.

It helps when you spend that time before you start to talk about what you’re selling to them, or what your offer is.

Take the time to learn about your sales prospects. 

Learn what their desires are and what makes them tick before you get into the main conversation. 

Sometimes people tell me right from the beginning that they’re not going to buy anything and I tell them that’s okay. I just want to share the information, or do whatever they wanted to see me for it to begin with. 

I actually find that those people are the people that will spend money with me the fastest. So again, no doesn’t always mean no.

Let’s assume that you’ve gone all the way through your presentation and you can tell your prospect is just not getting what you’re saying to them. You’ve lost them at this point. So ask them why they feel that what you’re offering them is not a good fit for them at this time.

Because if you don’t ask the hard questions, you’re never going to get the answers,

and you might be surprised with their answer.

I’ve been pleasantly surprised more than once. In sales, you have to ask questions so you can understand how to better help your prospects.

“Why don’t you feel this would be a good fit for your company or are you?” Listen to them and let them talk again. We have to be quiet and allow that uncomfortable silence. Sometimes 30 seconds can feel like 10 minutes.

Let them think about their answer. It’s really important to both of you that they take a minute to think about it.

They may say, “This isn’t the right time for me”, or “I don’t understand how this fits into my plan”, or “I don’t have enough money.”

Or, “I have enough money, so I don’t need this life insurance protection.” My company already has someone they’re working with and they’re doing a really great job for us. I don’t understand why I would need to switch.”

You have to go back and show them

how it would make them look better in front of their bosses, their co-workers, or their friends. You have to explain it to them again. It’s OK to go back to the part of your presentation where you lost them and start again – this time asking them questions as you go along.

And if you really do get to a standoff point, say, “I understand completely. You need some more time to think about this.  Would it be OK if I give you a call again in a week?”, Or two weeks,  depending on the situation – maybe even a month? I hate to say it, but sometimes it’s actually three months depending on what their contract is for and how long it’s for.

If they say yes, then you know it’s not a no. 

Make sure you put this sales follow up call on your calendar or in your CRM and then you remember to call them, especially if this is someone that you’ve never talked to before and you’re meeting with them for the first time. 

We’ve all heard that it takes seven touches before someone will buy from you.

They might just not trust you yet. Prospects have to gain that trust in you before they’re going to spend their money with you. 

After our meeting, I follow up with a handwritten note. It’s old-fashioned, but it’s something that not a lot of people do anymore. But it’s definitely noticed. It goes a long way to show them that you are trustworthy and that they are important to you. You also may want to send them a follow up email.

Or even a text, if you have that relationship with them. Text them the next day or later that afternoon to say thank you. “Thank you so much for your time and for meeting with me. I really enjoyed getting to know about you and your needs or your company’s needs.”

Put them on a weekly email list to let them know what’s going on with you and your company. Refer it back to what they are looking for, new things that your company is doing, something that you feel would be beneficial and valuable to the prospect.

Then make that sales follow up phone call when you promised them that what you were going to call. I think there’s so much business that is lost because we tell people that we are going to call them in a week, and then we get busy and we don’t. 

No sales follow up equals opportunity lost.

I always make sure that I have a list of people on my CRM to call and follow up with every day.

It’s like having my own personal assistant and then it pops up with the calendar reminder telling me to call and follow up with someone. So, before I leave the office at night, or even in the car on the way home, I will make that phone call.

I’ve been known to set some great appointments while driving in my car. When I leave the office, I don’t have an appointment. I go back the next day and I have the appointments that I need. It’s important to just follow up when you say you’re going to. And remember to put that appointment that you set in your car also on your calendar or your CRM so you don’t forget it.

It takes seven touches before someone will buy from you — that’s a trust issue.

Just like I’m sure you have when someone presents an idea to you for the first time, you may have to go home and think about it because you don’t understand how it’s going to work for you at first. But that seed is planted.

The more you think about it, the more it makes sense to you. Your customers and prospects are the same way. Even if they feel they want more information, they’re thinking about what you said and you. 

Bring that back to the top of their mind. That’s where your sales follow-up call works.

It’s all in the sales follow-up — don’t loose the sale. 

One of my favorite sayings is don’t work on step two until step one is finished. 

It would be like going right from the first hello on the phone with the new prospect to starting right in with your sales pitch and the asking for a sale. I guess that might work sometimes, but my clients and prospects seem to take a little bit more warm up.

In Sales, the Money Is In The Follow Up
The Money Is In The Follow Up

You have to plan your sales and sales follow up strategy

— and today preparation is more important than ever

● Having your materials ready on your computer, ready to share on a virtual call.

● Emailing quotes and proposals to people in a timely fashion.

● Being on that virtual call early so you can greet your prospects when they get on, so that they know they’re in the right place. 

Step one is the preparation, before you go to step to the virtual sales call

When I’m on a virtual call, I want to make sure that I’m sharing my screen so that my customer and I are looking at the same thing. Otherwise, they’re left wondering what the heck I’m talking about, and they may be too embarrassed to speak up.

We’ve all had to adapt to selling virtually and taking credit card information over the phone. Your prospects have had to adapt, too. 

I’ve also had to change my never sell over the phone mentality to how can I effectively sell over the phone?

I talk to my prospect on the phone, find out their needs, email them my recommendation and a price quote. Then I schedule a follow up or virtual sales follow up meeting, so they can approve or tweak the agreement with me. It’s how I’ve been doing it lately and I think it’s how I’ll be doing it for a long time to come.

How we sell may be changing, but selling will never go away. And if you’re not selling your product or serving you prospect, someone else will be. 

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How The Pomodoro Technique Will Help Boost Your Sales

The Pomodoro Technique.


You’re a salesperson, so … what the heck is the Pomodoro Technique, and why do you even want to know what it is? Okay, be a little patient with me, because you know I’m not into wasting your time. Trust me it’s good, and it will help you so much with your time management.

One of the biggest challenges I hear from my listeners every week is “How do I get in front of more people?”

The Pomodoro Theory

is actually a very old technique that many people have used to increase their productivity – in your case, setting more appointments. And people that set goals and activities actively monitor them are 30% more productive than those that don’t.

Francisco Cirillo developed this technique in the late 1800’s to help people work smarter, not harder. I have found it helps you to focus on the task you want to do and complete it in a less stressful way.

Over time, I have definitely adapted this technique, and I’ve changed it to fit my needs. In fact, I even teach people my adopted techniques. 

The Pomodoro Technique
How to use the Pomodoro Technique to manage your time

It works really well for me, but what would happen if I went back to the raw, unedited version of the Pomodoro Technique?

So, I did a little sales science experiment, and I’ll share the results with you later in the article. I also call this time or task batching. 

The basics of the Pomodoro Technique go like this: 

1. pick a task 

2. set a timer for 25-minutes 

3. work until the timer goes off 

4. take a five-minute break and do something not work-related 

5. repeat for up to five Pomodoro sessions.

Simple, right? You can buy a cute little Pomodoro Timer, but I have just found my cell phone alarm works just fine. There are also apps to help you plan and track your Pomodoro’s. But please don’t get so caught up in the apps that you don’t get around to doing the work! Keep it simple.

First, pick your task. 

As a salesperson, I love to use this test for prospecting. Find your objective and set a goal for what you want to accomplish. For example, mine is to set three appointments a day. Then run through steps 2 through 4. 

Step four is very important, take a five-minute break, so don’t skip that!

Stand up, stretch, get another cup of coffee! Just don’t become so distracted that you don’t start your next Pomodoro. And please don’t stretch those breaks longer than 5 minutes.

The benefits to you are:

It splits up your work day into manageable and emotionally pleasing periods.

It helps you break down your to-do list into important tasks and define your goals and objectives.

It cuts down on interruptions and distractions. Put a sign out, “Do not disturb” if you need to.  You may even start a trend in your office.

It helps you to plan your day better, without trying to avoid unpleasant or difficult tasks, which relieves stress. You may even find yourself looking forward to enjoying these short, planned bursts of activities and time.

It creates a sense of urgency to complete the tasks we like to put off. Instead of thinking, “I’ll get this done by the end of the day”. 

And we all know how that goes! 5:00 rolls around, and you feel like you haven’t accomplished anything, or is that just me?

It helps avoid overwhelm by breaking tasks up into something manageable and measurable.

It helps build up your confidence level as you begin to see quick, measurable results.

I think you will soon count these Pomodoro times as sacred,

meaning you own them and nothing will get in your way of taking this time for yourself.

Try it for a week, and let me know what you think. Push through, even though it may feel awkward at first. 

This does go against everything a lot of us have learned, and practice, about staying in one place and pounding away for hours until we are done, and usually burnt out.

If you find you have a day that is busy with meetings and appointments, you may have to fit these 25-minute productivity bursts in throughout the day. 

That’s the beauty of this, and why it works so well for prospecting. Because you can plan to fit them in, sit down, set your timer, open your sales CRM or  prospecting list, and prospect for 25 minutes.

Eventually, you will have enough data to see how many appointments you average setting during each Pomodoro. And how many Pomodoro’s you need to set to get the amount of appointments you want.

Again, my goal is to set three appointments a day, and I average one appointment for each Pomodoro. So I need to plan 3 Pomodoro sessions during my day to accomplish my goal.

The Pomodoro Technique

I promised you I’d share my results,

and I hope you will come back after you try this and share your results in the comments below.

The key is, yes, you have to do the work. I know, but you won’t see results if you don’t take a new idea, or technique and try it.

Commit to becoming better and selling more.

Really commit – otherwise it’s just another good idea.

So, I usually do my Pomodoro’s for 1 hour but I have gone back to the 25-minute program for the purpose of this article. To see how I would do with the original, unedited Pomodoro Technique. And I found I enjoyed it more! 

I was able to see that my average is one appointment every 25 minutes. I knew it was two appointments every hour but sometimes it’s hard for me to find an uninterrupted hour to prospect. It was certainly easier for me to find 25 minutes!

The second thing I found is that it kept me “fresher”. I found myself smiling more when I spoke. Prospects can “hear” your smile over the phone. I was asking better quality questions, and I was less stressed and generally happier.

 Two good results so far.

The third thing I found was, I really had to work at going back and completing enough Pomodoro’s to reach my goal.  Because you know what happens once you stop one activity…your attention is drawn five different ways, and it can be hard to get back on task.  So be strong and stay focused.

Lastly, I have found I am reaching my goals of setting appointments during the business day, and leaving many days closer to 5:00! now that I didn’t expect, but I’ll take it!

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Loose Your Ego to Gain The Sale

Loose Your Ego to Gain The Sale


When I was putting together the top 10 things Every Salesperson should know, in my opinion, a few weeks ago, I came across a very important thing that I know I have been guilty of. I see this with almost every salesperson at one time or another.

Loose your ego.

OK, I can hear screams of “I don’t do that”. But, it doesn’t just mean that you are an obnoxious, salesy salesperson and you need to calm down a bit .

Allow me to compare it to a 22-year-old that is trying so hard to make it on their own that they don’t want to ask anyone else for help. Maybe because they’re embarrassed or maybe because they just want to prove that they are capable of doing it on their own.

 Salespeople are the same way. And I will give you the same advice that I gave my twenty-two-year-old … you don’t always have to do it on your own. You are not alone. I even heard people say that you don’t have to be the Lone Ranger.

Loose Your Ego and Gain The Sale
Loose Your Ego and Gain the Sale

It’s okay to ask for help.

Whether it is a trusted co-worker or a manager. No one is going to judge you, and you will complete the sale and provide better service to your customer, which is the goal.

Let me put this another way – would you rather close the sale, give the customer a better experience, maybe even learn something from another sales person, and have a slightly bruised (and grateful) ego or have the prospect walk out the door, possibly to never return, while keeping your ego intact by making up a great excuse as to why at the prospect blocked.

 Will this work every time? No. But in the case where the prospect is on the edge and needs just a little bit of encouragement on making the best decision, this is the perfect type – no matter how well-seasoned you are, loosing your ego to gain the sale is a win – win for everyone.

 We’ve all talked about that trust factor, right?

Did you know having a co-worker come into your meeting for just a minute, to answer a question or give their opinion. Or say something nice like “You’re in the best hands with Nancy” as they leave can help create that trust in closing the sale? It takes a big person to loose their ego.

 Think of that twenty-two-year-old – when they allow you to help them the drama and quickly, doesn’t it? They just wanted to hear that “Hey, you are not alone” and know that someone has their back, just like your prospects.

 Sometimes we interchange the word “ego” with the word “confidence”.

The definition of ego is a person’s sense of self – importance. Especially when contrasted with another self or the world.

And the definition of confidence is the positive feeling of one’s own abilities or qualities and the self-assurance arising from one’s appreciation of them.

It’s a fine line.

But can you see the difference? Ego is about recognition and you. Confidence is the knowledge that you are competent and self – aware that you possess the ability to help your customers and prospects.

Is it possible to be a top salesperson while keeping your ego in check, or at least grounded and humble? I think it is.

Here are some things you can do to help you loose your ego, and stay grounded and centered.

One thing is to do a self awareness check periodically.

Are you snapping your co-workers more than you usually do? Have you been doing really well lately? Do you feel you deserve special treatment because of your success?

Tough questions to ask and answer – but my guess is, if you’re reading to this, it probably means you have your ego in check. Because you are actually taking the time and doing something to improve yourself, and your sales. For more on being a confident salesperson you can click here.

Another thing I have found that helps to keep me centered and loose my ego is … gratitude.

Be thankful for what you have; you’ll end up having more. If you concentrate on what you don’t have, you will never, ever have enough.

Oprah Winfrey

Expressing gratitude every day.

It helps keep us centered on what really is important in life. It helps you to remember how blessed we truly are, even if it doesn’t always feel like it.

 When you find things throughout your day to be grateful for, it helps keep you motivated and upbeat.

We should also be grateful for things that we don’t necessarily think we should be grateful for

like failures. Because throughout our failures, we can find a way to learn from them.

Some of my biggest failures have led to some of my biggest successes. And if I had not experienced these failures, I would not appreciate where I am today and how far I’ve come – although I know I have a long way to still go.

Our societies are currently learning from our failures, and it is painful, isn’t it? But I am hoping for a much – need to change all over our world, and I am grateful to be a part of the change.

 Are you grateful for your job and career, and the relationships you have me because of what you do?

Why Gratitude In Sales Leads to More Sales
Why Gratitude In Sales Leads to More Sales

It’s proven that having an attitude of gratitude also increases your sales by 37%.

Sean Anchor, who wrote The Happiness Advantage, also wrote an article called The Happiness Dividend for the Harvard Business review.

In his article, he shares five things you can do everyday to train your brain for higher levels of happiness. He said, “gratitude, focusing on positive experience, exercise, and random acts of kindness are all ways to change the pattern through which your brains use work.”

I found another article, The Science Behind Gratitude (and how it can change your life) by Derek Carpenter.

He writes about the benefits of practicing gratitude regularly.

I believe it’s “practicing gratitude” because, as I said before, it’s a choice. There are days we may not feel we have anything to be grateful for? Right?

Sometimes we get caught up in everything going on around us… things we have no control over. And we forget that we don’t have to do this alone. We just have to loose our ego and allow other people in to help.

Practicing gratitude is something you have control over.

This may sound a little “Woo”. But, if you are feeling confused, stressed, and a little bit overwhelmed lately, why not try loosing your ego practicing gratitude this week? 

Try writing down three things today you are grateful for everyday in one week, and let me know how you feel. Does it help you to stay grounded, focused, and not ego-centered with your coworkers and your customers? Did you find you are actually selling more and less stressed?

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How To Use The 80-20 Rule In Your Sales Strategy

The 80 – 20 Rule and Your Sales Strategy


I found some interesting statistics from about how salespeople spend their time, from getmoredone.com. While I wasn’t surprised by this, I was disappointed to find that we as salespeople actually spend so little time selling because of all the other time-suckers we get caught up in.

How Salespeople Spend Their Time
How Salespeople Spend Their Time

Please allow me summarize for you what they said, and explain how it relates to your sales strategy and sales growth.

As salespeople, we spend 13% of our time on traveling and training. 22% of our time on meetings and admin. 22% on post sales tasks and account management. 10% for planning. And 22% of actual selling time – either face-to-face / over the phone / or virtually on the web.

Where do you fit in with those percentages and that 80-20 rule sales strategy? 

What this means for you is that sales can be predictable.

When you use the 80/20 rule sales strategy, and use the percentages that are accurate for many other salespeople- then you can apply them to your own sales AND accurately predict you sales.

I would even dare to say, if you are not spending at least 22% of your time actually selling, you need to do a little bit of self-evaluation and find out why.

And what are those other things that we are spending 78% of our time on? 

If you are struggling to consistently reach your sales goals, and you are not spending the time on prospecting and selling to be within these percentages and guidelines of the 80-20 rule sales strategy, … you have just identified the main the problem!

Keep reading to learn the solution, and how to be more intentional in with your time and in your selling.

I call it the 80 – 20 rule sales strategy.

In sales, you spend 80% of your time to get 20% of your results.

In other words, you should be spending 80% of your time doing those things that will get you to selling and closing your sales.

Another part of this is the Pareto Principle. I think we have all heard this one before, I just didn’t know it had an “official name”! 

The 80-20 Sales Strategy
The 80 – 20 Sales Strategy

The Pareto Principle

is named after the Italian economist, Vilfredo Pareto. In the late 1800’s, he discovered that, in Italy, 80% of the wealth was owned by 20% of the people.

The Pareto effect, simply said, according to Wikipedia, is roughly 80% of the results come from 20% of the causes.

This confirms the info I gave you earlier on about how sales people spend their time. 22% of our time is spent on selling.

So what if you could think of a way to decrease some of your other activities? Do you think if you spent 30% of your time on selling, your sales would increase? I bet they would. Show that to your boss! Maybe they will cut back on the sales meetings a bit.

Or, if you’re an entrepreneur, what if you could delegate some tasks and focus more on the selling part? After all, you are the company, and what people are buying. Just some food for thought.

In sales, there are so many examples of the Pareto Principle and the 80-20 Sales Strategy.

 80% of your sales come from 20% of your customers. Now if this is true for you, be careful. If you  lose a customer, it could be catastrophic!

80% of your complaints come from 20% of your customers.

 If you are a sales manager,80% of your business is written by 20% of your sales people.

You can also think about other areas in your life this principle may apply to. Unfortunately, there are things we do not have control of. Like how many sales meetings we have to attend.

What if you became more focused on what you do have control over?

Like the quality of the leads that you actually set up a meeting with, and the things you can do during the day that you know will get you better results? Focusing on what really matters.

While we may not be able to get our work week down to four days a week, or six hours a day, what can you do to be more efficient with your time? Can you batch activities to be more productive and make the most out of that 22% of that time we get, on average, to sell? How can we dedicate more time to find and grow new customers?

Identifying those activities that directly have an impact on your sales.

For example, look carefully at what is on your to-do list today. We all have them, so … What is the one thing on that list that if you did it, it would bring you the greatest results? Is there a proposal you need to get out, an appointment you need to make that you know will lead to a sale?

Let’s say there are 10 things on your list. Take the two you feel would bring you the biggest results for your sales and return of investment on your time. and complete them today – no excuses

 Again, 20%, or two out of 10, of your tasks, will bring you the greatest results. The 80-20 rule sales strategy.

You can even apply it to the interruptions during your day. What or who composes the interruptions that end stop distracting you? Is it one person or situation that keeps happening?

The key here is,

Once you identify the 20% things, your biggest customers, your most profitable tasks, your biggest Interruption causes, then you can take control and use them to your advantage. 

So many of us don’t take the time to evaluate our businesses and what we can do to improve it, but eventually our business runs us, and we wonder why there is not enough time to do all that we need to do and be profitable and grow.

This week, take some time to evaluate the 80/20 and how it applies to your sales strategy. If you need a place to start, focus on the three main things I focus on today.

 1. your top customers

2. your most profitable tasks

3. your biggest interrupters

 and identify what they are. 

Leave a message in the comments below if you have any questions or you’re having trouble identifying the time suckers, and we’ll see what we can do to help you become more productive. 

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What Does Selling With Intention Mean?

Are you selling with intention?


As a salesperson, our main goal, and our job, is to sell. Most of us work on commission, and don’t get paid unless we sell!

So why do we allow ourselves to get sucked up into so many other things?

Time suckers, I called them. Why not start off the day planning on selling with intention?

Selling with intention.  When you have a specific out in mind and a plan to get there, you will close sales faster and easier.
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I recently read an article by Brian Tracy. He has a theory called his Minutes Theory and it goes like this:

100% of our sales and income are generated by the number of minutes that you spend face-to-face with prospects and customers. If you want to increase the number of sales or the amount of money you make, you must increase the number of minutes that you spend in actual selling activity, face – to – face with prospects who can and will buy from you.

Brian Tracy

So if you double the number of minutes that you spend with customers, you will double your income. Even if you do not improve in any other area of your sales.

That is powerful. To double your income, the only thing we have to do is double our face-to-face time with our prospects!

Sell with intention, and the goal of spending twice as much face-to-face time as you are now.

Can you visualize yourself spending that extra face-to-face time with a prospect, either in an actual or a virtual setting?

It is so easy to get pulled in 10 different directions, getting caught up in all kinds of drama that takes you away from this face-to-face prospect time.

So instead of focusing on the stuff, stop…

Focus on what you want more of.

How would your day look if you spent more time with prospects? How would it make you feel to double your income?

For example, let’s say you normally spend 3 hours a day with prospects that want, need and have the means to buy what you are offering. Now visualize that time with prospects at 6 hours a day. Not meeting people for customer service things, or admin things, but prospects…that need and want what you were offering.

Do you have that picture in your head? How many appointments a day would that mean for you?

Of course, the other situations would still be there, but you need to learn to move them on quickly or give them to someone better equipped to fix the problems fast. And go back to your job, face to face time with prospects.

If you are looking for a way to keep track of your daily and weekly sales goals, here is a link to get 15% off of the best sales planners I have found — the one I use every day myself!

Let’s get back to the visualization of what your day will now look like. Your new normal of selling with intention.

Visualize the outcome of each face-to-face meeting ending in a sale with a signed contract.

Visualize your prospects signing the contract, and handing you their credit card. Be intentional about what you want to happen.

I have so many limiting beliefs in my head that I have been told over the years.

For example, have three appointments a day, one won’t show, one will buy, and the other will.

It’s almost gotten where I am to the point where I accept that one out of every two people will not buy, and that “truth” has become acceptable to me.

I’ve also heard this, and maybe you have, too. Every sales meeting with the prospect should either move you closer to a sale or be a sale. So in my mind, I have this limiting belief that just moving closer to a sale is okay. I’m not saying that some sales won’t take time, but what if you visualize and expected every sale to close – right there, that day?

What if I visualized only one option for the sale? That every prospect and sales presentation would turn into a sale, the first time I met them.

You may not all agree with me, and that’s fine. But sometimes, in order to get things to change, you have to look at them in a different way.

Change the way you look at things, and the things you look at change.

Wayne Dyer

How would the way you sell change if you visualize the sale before you even had the appointment?

I tend to visualize future events, but what if I visualize the sale now, today.

Instead of just sharing features and benefits of my product or service is, I would share my passion in my belief about what I am selling,

and help my potential client to feel the passion and excitement. What if you create a raised energy level and engagement level with each prospect?

Play to win, be intentional and what you expect , and stop chasing when there is no want, or need, or money.

Be intentional with your words and energy in creating a customer experience that engages and excites them.
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Be intentional with who you set appointments with. Be intentional in your visualization of your expectations of the meeting. Be intentional with your words and energy in creating a customer experience that engages and excites them.

No matter what you’re selling, be sure you sell with intention.

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The Top Ten Sales Skills Every Salesperson Should Know

The Top Sales Skills Every Salesperson Should Know, IMO


I’ve never done a top 10 list of sales skills before, so I thought it might be kind of interesting to put a list together for you. I actually came up with 25 of the top sales skills that every salesperson should know, IMO.

You can write down your list of the top 10 things that you think every salesperson should know, compare it with mine, and let me know in the comments below if you feel I missed any!

I’ve also included a link to each of the Sales Made Simple Podcast episodes that go with the skill, if you would like to learn more about each skill.

To get the complete list of the twenty-five sales skills every salesperson needs to know, IMO, please go to the form at the bottom of the blog and request your top 25 checklist.

The Top Ten Things That Every Salesperson Should Know
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Is knowing these top sales skills important?

It is, because if you can master these skills, you will succeed in a long-term sales career.

1. Be adaptable.

And able to improvise and be flexible. As salespeople, our schedules and situations can change very quickly, and we need to be able to adapt. Whether it’s a client that decides they need to see you today, or a sales presentation that you thought would be an easy sale that turns into something a bit more complicated, or objections that you just weren’t prepared for.

This is where the improvisation comes in – being able to quickly pivot to provide an answer for a question you weren’t expecting. The better you are at this, and the more flexible you will be, and the better you will be able to adapt to meet your prospect’s needs. Episode 57.

2. Know how to manage your time.

How long do you need to allow between appointments? How many appointments can you run in a day? Do you have prospecting time scheduled every day, and how much time do you need to prospect to keep your pipeline? Episode 47.

3. Understand active listening.

The art of really listening to someone to understand them better. I’m also going to add in knowing the right questions to ask a prospect to make sure that what you were listening to will ultimately help you to help your prospects to make a buying decision. Episode 20.

4. Understand how to control your attitude, enthusiasm, and empathy.

No one wants to meet with a grumpy salesperson that is unhappy, in a bad mood, not interested in what they are offering, and uncaring about the prospect.

Put yourself in the prospect’s shoes. Be the person that you would want to meet with if the situation were flipped, and you were the buyer instead of the seller. Empathy goes a long way to help you serve your prospect in the best way possible. Episode 28.

5. Know how to ask for help.

It could be because you don’t know an answer to one of your prospects’ questions. Maybe you just can’t create the personal connection that you need to form. Or maybe your prospect just needs a nudge from someone else to say “That’s the best decision!”

It’s okay to call in a co-worker or on occasion, or even your manager. Lose your ego and gain the sale. Episode 66.

6. Understand sales psychology.

Like why someone will buy what they buy, body language, and buying signals. Learn how to engage your prospects, and discover what they are really saying to you with their nonverbal communication. Episode 19.

7. Possess great verbal communication skills.

This includes phone skills, which are super important to a salesperson.

Be clear when you speak, be focused on your words, and guide your prospects through the buying cycle. Find out where they are, what they know, and clearly help them. If you are jumbled, confusing and jumping randomly from one topic to another, you will confuse your prospects, and a confused prospect doesn’t buy. Episode 33. 

8. Be prepared.

Have you done the research about your prospects before you meet or call? Do you understand the technology you need to write and a proposal or contract? Do you have all the tools you need organized before your presentation? Episode 9.

9. Be able to establish trust and be the authority.

Don’t leave your prospect guessing what they do need to do next, and don’t let your prospect lead without what they came in for – to speak with an authority that will help them achieve their goals today. Episode 68.

10. Be honest with your prospects.

Do you sometimes make up things and tell prospects that you can do something that you may not be able to do?

For example, sometimes my clients may come to me with an unrealistic time frame for what they want. Sure, I could lie, say ,”No problem”, get the sale, and deal with their anger and disappointment when what they want doesn’t come in on time, but I choose to let them know right up front the correct time frame.

And I’ll say, “Hey, I can lie to you now, and have you angry later, or I can tell you the truth now, so at least you will know what to really expect”. They may be disappointed, but they appreciate my honesty.

I don’t think I have an episode on honesty – that’s something you can’t teach, it’s just the choice you need to make, and hopefully a theme that you will see throughout this blog series.

When I put this together, I actually came up with 25 sales skills that every salesperson should know to be successful. If you would like the checklist of the 25 things, you can get it below.

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How To Eliminate Friction Points In Your Sales

Friction Points –


Those things in your sales process that create confusion or resistance, and slow down or even stop your sales process. Eliminating the friction points in your sales will increase your sales and your customer’s satisfaction rate.

Sales friction points can happen in many places. It might be a lack of focusing on the prospect or customer, or missing a step in your sales strategy. It can be glitchy technology, or a lack of training or preparation and how to use them.

The perfect sales process should run smoothly. It should have a clear starting point, guide your prospect with what to do next. And ultimately … how to get a prospect what they want and close the sale. Sometimes easier said than done.

Eliminate the Sticking Points In Your Sales

The first thing you can do to reduce friction points

is to identify the things that are causing the friction, or the slow downs.

Do you understand how to use the technology available to you?

Do you know how to identify the prospect’s needs?

Do you understand the all of the steps of the sales process? From lead generation to the signing of a contract and collecting the money?

Or are the sources of resistance coming from the prospect being fearful or unsure of the decision they should make?

Not only can sales friction stop your prospect from completing the sale, it can stop them from wanting to buy from you – ever!

I’m sure we have all been at the customer – end of the sales friction. Where you have an experience so bad that you will never go back again. It could have been a rude sales clerk, or terrible restaurant experience.

Look at your sales process from your prospect’s point of view.

What can you do to make their experience better? Are there certain parts of your sales process that you can repeatedly see frustrate your prospect or customer? What can you do to fix them?

Think like your customer – what would you need from yourself to buy your product or service? Provide the support and guidance your prospect needs to get the results they want.

Some “little” things that can make a big difference –

Are you easily reachable?

Do you return your phone calls, emails or texts quickly?

Do you get back to people with answers for questions?

As salespeople, we may not have control over every situation. but there are many things we do have control over. By doing the little things, you are showing your prospects and customers that they matter to you and that you care.

Take a look at everything you do in the selling process.

From the very beginning to the very end, look for ways you can improve the customer experience and make it easier for them. Right down to your payment process.

Eliminate the barriers and sales friction points that would stop or slow down the sales process and stop the consumer from reaching their goals.

Because every prospect is different and has different needs, it’s important to take the time to learn about each individual or company. Discover their specific needs and wants, and then tailor your products or services for them.

Sometimes people have done their homework and know exactly what they want, and sometimes they need a little more help.

Find out where they are, and help them from that point. Too many customers have gotten frustrated when a salesperson makes them go through an entire sales presentation, when all they want to do is pay and leave.

Meet them where they are and make it as easy as possible. Show them the path to a successful outcome. And lastly, get their acceptance on each step for each part of the agreement. These mini – closes help both parties, while providing clear feedback along the way.

When you get to the part about the money, give them the quote.

Make sure you have the ability to accurately give them the right amount. Going back and adjusting your proposal to reflect something you “left out” is an instant trust – killer. So get it right the first time. Get your prospects input on each item, with a “yay” or “nay”. Review everything with them before you give them the quote. This enables you to get it right the first time.

Can you think of anything that you hear repeatedly from your prospects that you can do to improve their experience, reduce the friction points, and make it easier for them to get what they want?

Identify and eliminate sources of sales friction before they happen

When you can identify and eliminate these sources of sales friction before they happen,

the customer will get what they want and need faster,

they will be more satisfied, more likely to come back again, and

they are more likely to refer other people to you.

Because you know people are more likely to give you referrals when they are happy with the results. AND of course, the amazing experience you have provided for them.

Make a list this week of the things that you can do to eliminate the friction points in your sales process. That’s your homework for the week, and a way for you to improve your sales.

Look at it from your prospect’s point of view – how would you feel if you were your own customer? Would you buy from you or give up before the sale and why?

Leave your answers in the comments below about what you can do to eliminate the friction points in your sales process.

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