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Pursuing a career in sales can be very challenging, especially if you’re just starting out.
It’s easy to feel intimidated by everything you don’t know.
Maybe you’ve never sold anything professionally and you’re unsure of the best sales techniques to close a deal. Or you’re feeling insecure about your approach to building genuine connections with customers.
Whatever the case, remember that every successful salesperson was once in your position–they had to learn and grow their skills over time.
Everyone starts somewhere, but that doesn’t mean it’ll be easy.
Sales is not for everyone.
It’s not just making a few calls or closing deals; it’s working relentlessly to find new leads, developing creative solutions to meet customer needs, and always being one step ahead of the competition.
Great salespeople are passionate about their work and always find ways to learn and evolve. They know that success means understanding their customers and practicing effective sales techniques.
If you have the drive and the dedication, it can be an extremely rewarding career.
So, where do you start? Keep reading this guide for fundamental sales tips and techniques that will help kickstart your career.
Life is selling
Sales play a vital role in our economy—just think about how many sales are made daily. And millions of people, ranging from retail workers to corporate executives, work in the industry.
Sales gets a bad rap because people associate it with high pressure and pushiness. Numbers and quotas at any cost. In reality, sales—when done well—is actually about understanding customer needs and developing genuine relationships.
And guess what? You already have sales experience without even realizing it. You make “sales” every day, and you’ve already begun developing a sales mindset.
When you convince your friend to eat at a restaurant you like, you’ve made a sale. When you convince your family to watch a show together, you’ve made a sale. In any situation where you effectively pitch something, you’re making a sale.
Selling isn’t just a career, it’s a part of life. So, whether you choose to pursue a career in sales or something else entirely, knowing basic sales techniques will be beneficial to any path you choose.
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Sales tips for beginners
If you’re new to selling, here are seven fundamental sales tips to keep in mind.
1. Build trust and rapport
If you can’t establish trust with your sales targets, then the other sales techniques on this list won’t work.
People need to trust you to buy from you. Rapport is how you build that trust, by showing them you are personable, honest, and genuine.
That word “genuine” is going to come up a lot in this article. You cannot fake your way through rapport; customers can see through that. Instead, aim to find common ground and show a real interest in their needs and experiences.
For in-person sales, active listening is key. Pay attention to what your customer says, ask thoughtful follow-up questions, and show that you understand their perspective. Use open body language, maintain appropriate eye contact, and mirror their communication style to help them feel comfortable.
Rapport building isn’t limited to face-to-face interactions. Thanks to social media, you can start building relationships long before you meet in person. Follow potential clients on professional platforms like LinkedIn or industry-specific social media. Engage with their posts by leaving thoughtful comments or sharing their content when relevant.
Remember, the goal is to be a friendly face first, not to immediately push for a sale. If you consistently provide value and show genuine interest, you’ll naturally create opportunities to move the conversation to direct messages or emails. This gradual approach helps establish trust and makes the eventual sales conversation feel more natural.
When you do reach out directly, personalize your approach. Reference a recent post they made or a mutual connection. Show that you’ve done your homework and aren’t just sending out mass messages.
2. Generate authentic urgency
When customers spot an opportunity and are aware it won’t last forever, they’re more likely to buy. It’s a clever way to speed up the customer lifecyle, but limited-time deals or expiring promos are only the tip of the iceberg.
As with all effective sales techniques, authenticity is key. Manufactured urgency is a tactic customers have seen before, and doing so will wear down your credibility and trust.
If your product or service is genuinely limited in quantity or availability, let your customers know. You might say something like, “We only have 10 spots left in our workshop this month.” This scarcity can motivate customers to act quickly.
Upcoming changes can also create natural urgency. If prices are set to increase or features will be removed, inform your customers. Be transparent about why these changes are happening. This honesty can build trust while encouraging timely decisions.
Consider the seasonal relevance of your product or service. Highlight how it’s particularly useful or valuable during a specific time of year. For instance, you might emphasize how your lawn care service will have yards ready for summer barbecues, subtly reminding people that now is the time to act.
You can also tie urgency to your customers’ pain points. Remind them of the cost of inaction. For example, you might mention that every day without proper accounting software could be costing $100 in business efficiency (if you have the math to back that up).
Remember, the urgency you create should be based on real value and honest circumstances. Your goal is to help customers make a timely decision that’s in their best interest, not to pressure them into a purchase they’ll regret.
3. Use persuasion (without being pushy)
There’s often a fine line between being persuasive and being pushy. And no one likes an overly pushy salesperson.
To give you an idea, I shadowed someone a couple of years ago while they were knocking on doors. The man that answered the door politely asked us to leave his property. He wasn’t interested in our pitch or our product. And while he was calm at the start, he wasn’t at the end. Our salesman wasn’t actively listening and continued pushing our product. He wasn’t using persuasive skills—he was being rude and forceful.
People don’t appreciate being ignored and pressured into buying something. The goal is to get potential customers excited about the product or service without coming across as desperate.
The key here is to hone your persuasion skills without overstepping.
And remember, you won’t always make every sale. That’s okay. Each interaction with a prospective customer is an opportunity to put these sales tips to practice. The more you practice, the more you’ll grow.
4. Master following up
Stay in touch with your prospects after the sale is complete to ensure they’re happy with their purchase. You can also take this time to identify any future needs.
At the very least, following up with customers can keep that line of communication open and nurture the relationship. Of course, this varies based on the customer, and you don’t want to annoy people with multiple follow-ups. As a rule of thumb, keep it to one follow-up and have a relevant reason for it. If the conversation continues, great! If not, be respectful of their time.
When it comes to sales, there is no one-size-fits-all approach. By following these simple tips, you can improve your sales skills and close more often. As you gain confidence, you’ll be able to lean into your own personality and strengths.
These are just a few sales tips to help you get started. There are plenty of other skills that you’ll need to develop along the way—including preparation, product expertise, and closing sales.
5. Understand the needs and concerns of your customer
Understanding your customer’s needs and concerns is fundamental to successful selling. Learning how to artfully gather this information is one of the most valuable sales techniques you can develop.
Start by researching the potential client before your meeting. Investigate their company or background online, looking for recent news, social media posts, or company announcements that might indicate their current challenges or goals.
When interacting with the customer, ask insightful questions that naturally reveal their needs. For instance, you might inquire about their main priorities for the quarter or year, the challenges they’re currently facing in their industry, or how they see their business evolving in the near future.
As you engage in conversation, tap into your active listening skills again. Pay close attention to their responses, as customers often indirectly express their needs or concerns through casual conversation.
Once you understand their needs, put yourself in their shoes. Think about how you would feel, what you would want most. This exercise in empathy can provide valuable insights into their decision-making process
After you’ve gone through this process, you’ll have a much better idea of how to tailor your sales approach to address their specific needs.
6. Plan for objections
Now that you’ve gathered intel on your customer’s needs, it’s time to gear up for the next challenge: objections. Think of objections as hurdles in a race—with the right preparation, you can clear them smoothly and keep sprinting towards that sale.
Start by listing common objections you’ve encountered. Then, develop clear, concise responses to each one. Let’s say you’re selling kitchen knives:
A frequent objection might be about price. You could explain how a high-end chef’s knife is an investment, with a lifetime guarantee. When you consider the cost per use, it’s often more economical than replacing lower-quality knives every few years.
Another common pushback might be about the necessity of professional-grade knives for home cooks. In this case, you could share how quality knives can enhance the cooking experience and improve results, even for casual home chefs. Emphasize how properly balanced, sharp knives can make food prep faster, easier, and even improve the texture and appearance of ingredients.
Your goal is to anticipate these objections before they pop up. Make a list of the top five pushbacks you typically hear and craft responses that are clear, honest, and infused with a touch of personality. Practice them until they feel natural and confident.
7. Be transparent about pricing and terms
There should be no surprises at the end of the sales process. Nothing kills a deal faster than spending time convincing someone to buy your product, only for them to discover hidden costs or unexpected terms.
Start by being upfront about your pricing structure. If there are different tiers or packages, clearly explain what’s included in each. Don’t try to hide fees or additional costs—lay them all out on the table. Customers still appreciate honesty, even if your product isn’t the cheapest option.
If there are any terms or conditions that might impact the customer’s experience, make sure to highlight these. This could include things like minimum contract lengths, cancellation policies, or usage restrictions. By being open about these “catches” upfront, you avoid misunderstandings and build credibility.
With training and practice, you can learn sales
Starting out in sales can be overwhelming. As a beginner, lacking confidence in what you don’t know is totally normal. Hopefully, these sales tips and techniques laid a solid foundation that you can build on over time.
Remember to prioritize what’s important: your customer relationships and how you can provide value. There are no shortcuts to success in sales, but if you’re willing to put in the work, your future self will thank you.