If you’ve been in sales for any amount of time, you understand that no two customers are alike. Whether you're in B2B sales or outside sales, success depends on having a versatile set of sales techniques. 

Understanding and mastering various selling strategies can help you close more deals, retain clients, and thrive in any sales environment. 

In this guide, I'll explore some of the best tried-and-true sales tactics and sales tips to sharpen your skills and make you a better salesperson.

Regardless of if you are selling the same product to each client, different situations call for different types of sales approaches. Let’s start by taking a look at the top 8 most effective selling techniques you should master: 

One of the most common sales techniques, the socratic approach leads customers to realize the value of your product through a series of guided questions. Instead of telling them what they need, let them discover it themselves, increasing engagement and buy-in. For example, asking, "How much time do you spend on the road each week?" encourages them to recognize a pain point that your product can solve. This sales approach works especially well in B2B sales where complex decision-making is involved.

Another classic, the survey approach helps gather information without pushing customers toward a conclusion. It’s an effective way to customize your sales pitch based on customer data, often through online forms or in-person surveys. This is a great way to personalize your sales tactics, particularly in field sales, where each client may have different needs.

From tech to textiles, if your product has a unique feature that is best experienced firsthand, use the product approach to put it front and center. For example, in outside sales, a salesperson might demonstrate the softness of a blanket or the user-friendliness of a software tool right away. This direct exposure helps customers quickly recognize the product's benefits.

In the customer benefit approach, you cut to the chase by directly explaining how your product solves a known problem. This technique is most effective when the customer is already aware of the issue, allowing you to position your product as the immediate solution. For instance, telling them, "Our software will help your team save 8 hours a week through automation" presents a clear benefit right from the start.

Hear from sales expert Victor Antonio on how to deliver clear benefits that close deals in the Outside Sales Talk podcast episode.

In the shock approach, you grab attention with a startling fact or image - the name is pretty self-explanatory! This can be especially powerful in B2B sales where demonstrating the consequences of inaction might push customers toward a decision. However, it’s important to be cautious and not spook or alienate the customer.

Leveraging sales referrals is a classic selling technique - let your clients do the work for you by using the referral approach. Mentioning that a colleague or another company has successfully used your product helps build trust and credibility. Referrals are particularly effective in B2B sales where personal recommendations carry significant weight.

Want to learn innovative strategies for referral selling? Listen to referral guru Joanne Black on this Outside Sales Talk episode.

The premium approach offers a free add-on or additional feature alongside the product. This is a highly effective way to create value for the customer and give them more reasons to close the deal. However, make sure the offer truly enhances your product and isn’t perceived as a gimmick.

One of the more sophisticated sales techniques, the SPIN approach (Situation, Problem, Implication, Needs-Payoff) involves asking specific questions to help customers articulate their needs and problems. This approach helps you highlight how your product meets their requirements and addresses their pain points, making it a powerful sales closing technique. 

When using the SPIN approach to tailor your questions to each customer's pain points and situation, modern tools like Badger Maps can be a game-changer in providing valuable customer insights. Badger Maps is a route planning tool that allows you to automatically plan, route, and maximize your time in the field, cutting down driving time by 20%.  With its CRM integration, you can access client data on the road, helping you personalize and frame your questions more effectively.

When you complement your mastery of sales techniques with modern sales tools, you are guaranteed to experience growth and profit. 

With Badger Maps, you can log customer interactions as soon as they take place, as well as select the type of customer interaction you had (i.e., meeting, phone call, email). You can take notes and automatically sync the info to your CRM, making it easy to keep track of valuable information on-the-go. 

Badger Maps integrates with the best CRM software such as Salesforce, Microsoft Dynamics, Zoho, HubSpot, Insightly, NetSuite, and many more.

You can see all of your contacts on an interactive map, allowing you to better manage your sales territory and see the accounts you want to prioritize next. You can also keep track of your upcoming follow-ups so you can reach out to the right people at the right time. 

With optimized routes and seamless planning, Badger Maps reduces average drive times by 20% and frees up an average of 8 hours a week. These time savings can be used to meet more prospects and close more deals. 

Sign up for a free trial or schedule a demo to see the value Badger Map can bring to your sales team!

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Now that you’ve learned 8 of the most solid sales approaches, let’s examine some additional sales tips and tricks that can be integrated into any selling approach or strategy to improve your overall performance.

1. Let the Customer Discover

Guide the customer with open-ended questions, allowing them to uncover how your product can help. This technique taps into human nature, as people prefer to come to conclusions on their own rather than being told what to do.

2. 70/30 Rule

A simple yet effective technique: let the customer do 70% of the talking. The more you listen, the better you can tailor your pitch to meet their needs. This approach is often used in field sales where personal interaction is crucial.

3. Scarcity

Creating a sense of urgency is a tried-and-true sales tactic. Communicate that your product is in high demand or that a special offer is time-sensitive. This technique works particularly well in B2B sales where decisions may be delayed.

Discover how top salespeople use urgency without overwhelming their prospects. Check out this Outside Sales Talk episode with Jeb Blount to see how time constraints can drive decisions.

4. Matching and Mirroring

Fact: people are naturally drawn to those who share similar traits and behaviors. Subtly mimicking your customer's body language, tone, or behavior can create a sense of familiarity and trust. This selling technique should be used carefully to avoid appearing unnatural, but it can be highly effective when done right.

5. The “5 No Rule”

In sales, rejection is part of the process. The “5 No Rule” suggests that you should keep engaging the customer until you hear "no" five times. Persistence is key in field sales, and often, a customer’s initial hesitation can be overcome with the right response to their concerns.

6. Compliment

Building rapport with compliments can help establish a strong relationship with the customer. Make sure your compliments are sincere to avoid coming off as disingenuous. Personal connections are key to closing deals, especially in outside sales.

Want to master the art of building rapport through genuine compliments? Listen to this Outside Sales Talk episode with John Chapin to learn how to connect on a deeper level with clients.

7. Rephrase Objections

When a customer raises an objection, reframe it as a question. This allows you to better understand their hesitation and work towards addressing their concerns. For example, ask them, "What exactly is it about this feature that doesn’t meet your needs?"

8. Be Honest

Transparency builds long-term trust with customers. If your product doesn’t have the specific feature they need, acknowledge it and suggest alternatives. Honesty is often the best sales tactic for establishing credibility.

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The most rewarding part of the sale comes immediately after the hardest part - closing. But fear not, these sales closing techniques will help you land the deal and reap the rewards.

1. Sharp Angle Close

This technique involves offering the customer something they’ve requested - such as a discount or added feature - but only if they agree to close the deal on the spot. This tactic encourages immediate action, which is particularly effective in outside sales. Something along the lines of “Yes, we can take 15% off but it’s got to be now. Let’s seal the deal. Let’s do this thing. 5, 4, 3, 2, 1, now! Shake my hand!” but perhaps more tactful. 

2. Assumptive Close

If you're confident that the customer is ready to purchase, act as though the sale is already completed. Fill out the necessary forms and present them for a signature. This technique can streamline the process but should be used carefully to avoid pressuring the customer and leaving a bad taste in their mouth.

3. Direct Close

Oftentimes, a straightforward approach works best. If you’re confident in your product and the solutions it offers your client, you have no reason to beat around the bush. Ask directly, "Can we move forward with the purchase?" This directness is often appreciated by customers and can quickly lead to a yes.

4. Pro-Con Close

Guide the customer through a pros and cons list. The goal is to ensure that the pros of your product outweigh any cons, helping the customer feel confident in their decision.

5. Solicit Objections

Once again, the straightforward approach can be effective. If the customer seems hesitant but hasn’t voiced why, directly ask them what would need to change for them to buy. This can give you valuable insight into their concerns and allow you to address them.

6. Permission to Close

When a customer has gone silent, a “permission to close” email can help. This email asks for confirmation to close their file due to inactivity, which can prompt a response - these types of emails have an unusually high open rate! It’s an easy and effective way to reopen the conversation.

Now go and practice! If you want to navigate all of your customer interactions smoothly, pick out a handful of the most relevant techniques and tips here that you may not have mastered yet. Because at this point you should understand: by using the right sales tactics at the right time, you won’t find yourself floundering and you will close more deals. 

Success in sales isn’t about luck – it’s about mastering the right techniques and tools. Whether you're in outside sales, B2B sales, or B2C sales, these proven selling techniques and sales strategies will help you achieve your goals.

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