Let me start with by using a famous quote by Jordan Belfort:
Best Way to Sell Something: don’t sell anything. Earn the awareness, respect and Trust of those who might buy.
Knowing how to sell something is an important skill that can help you succeed in any role that requires the promotion of ideas or products. Being able to articulate the benefits of a product or service to potential customers can help you adapt your sales skills to any professional situation. If you’re interested in advancing your sales career, learning more about how to sell regardless of the buyer can help you improve your skills and develop strategies for success.
In the world of sales, I often come across two very different mindsets:
- The “Sell Anything” Salesperson
This individual can sell water to a well. Product-market fit? Optional. Their confidence, storytelling, and persuasion can make even an average product look like a game-changer. They’re the deal-closers who thrive on hustle and charisma. - The “Let the Product Speak” Salesperson
This one believes: “If the product is genuinely good, it will sell itself.” They focus on product perfection, quality, and integrity. Sales, for them, is more about serving than persuading. Their belief is that true value doesn’t need convincing — the customer will see it.
I’ve seen both sides up close. And truth be told, both approaches work — but in very different ways and often in very different markets.
Whether you’re a business owner branching into the world of sales, or a new sales rep who’s just getting their feet wet, wrangling the art & science of the selling process can feel like fighting an uphill battle.
But it doesn’t have to be that way.
When you break it down, sales are (relatively) simple—your prospects have a problem, and you have a way to solve it. All you have to do is convince them to buy
There are few tips from my experience which would help you all:
- Become an Expert at What you are selling
You can’t sell anything if you don’t know what you’re talking about. Whether you’re selling used cars, real estate, solar panels, or software, you need to do a deep dive into your industry to come across as someone who knows what they’re talking about.
Of course, be reasonable. Don’t expect to know their field better than the experts you’re talking to. Get to know their pain points and develop a deep understanding of how your offering can solve those problems.
Focus on knowing what they don’t know—the solutions to the problems they’re facing.
- Build a Relationship with Potential Customers
Some industries rely more heavily on the relationship aspect of sales. No matter what industry you’re in, relationships matter. When you build a personal connection to your prospects, they’ll be more likely to choose you over any other option they’re considering.
More than just building relationships, though, you also need to build authority. Become a reliable consultant to your customers, and you’ll win their trust (and their money).
- Qualify Your Leads (Determine Which Ones Might Actually Buy)
It doesn’t matter if you found them by actively doing outbound sales or if they came to your business through inbound marketing—you need to make sure they’re a good fit.
In sales, this process is known as qualification.
- Easier to Buy, Easier to Sell
If you want to close more deals, make it easier for the customer to buy.
Sounds simple, right? But many salespeople (and founders) make it as hard as possible for customers to do business with them. They create complicated proposals, confusing pricing, and endless steps that only slow everything down.
Usually, I find there are at least three or four places where the buyer is getting stuck.
Sometimes, it’s as simple as too many options on a proposal. Other times, it’s the way I explain the product or the hoops I make the prospect jump through just to get a price.
Take out the friction.
If you have a 10-step process, try cutting it in half.
If your proposal is six pages, make it two.
If it takes a week to get pricing, figure out how to do it in a day.
Make buying simple. You’ll sell more.
- Nurture Your Leads Toward the Sale (And Keep Following Up)
In most cases, you won’t close a deal on the first call. You need to take actions that move your leads toward purchasing. This is called lead nurturing and can happen over a period of days, weeks, or even months, depending on your industry and who you sell to.
The goal—keep moving your prospects continually closer to making a purchase.
Here’s a simple concept that will set you ahead of most salespeople: follow up until the sale is closed.
No, I’m not talking about pestering them until they say yes. Just keep following up until you get a clear “Yes” or “No.”
- Learn How to Manage Objections
Managing objections isn’t just about giving a quick debate—first off, you need to listen to it, acknowledge it, and ask questions to dig deeper. Before you respond, make sure you understand the objection and where it’s coming from.
Part of your ability to respond to objections comes from being an expert, like we discussed before. The same basic objections will repeat themselves—so, prepare to face them in advance.
When you prepare responses to these basic problems, you’ll be ready to handle a wide variety of objections from potential customers.
I would like to tell you all a reality; Selling Hurt Sometimes.
Yes, it is real.
- Deals will fall through.
- Prospects will avoid you.
- People will say one thing and do another.
- You will distrust your pipeline.
- Doubt yourself.
But that is Sales and that’s Life.
But here’s the key:
- You don’t stop.
- You don’t stop making calls.
- You don’t stop believing in your craft.
- You don’t stop learning.
- You don’t stop showing up with curiosity and care.
Because selling is not about getting it right every time.
It’s about remaining in motion.
Doing your best and ignoring the rest.
Keep going.
Let me conclude by telling the Famous quote by Joe Girard (Author of How to Sell Anything to Anyone)
Salesmen are made, not born. If I did it, you can do it
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