You’ve mastered sales foundations. You’ve memorized tried-and-true sales tactics. You’re a confident closer and you don’t have trouble meeting quota.

Not many salespeople can match your seasoned resume - it’d take a decades-long sales veteran to teach you something new. But as a master of sales, you’ve known one thing for awhile: learning never stops. To stay at the top of your game, you need insights from those expert sales peers.

Luckily, I’ve had the privilege of being involved in the interviews of such professionals through the Outside Sales Talk Podcast and now I’m sharing their wisdom. 

Here are 7 unique actionable sales approaches from 7 sales experts, with hundreds of years of combined experience between them. It’s an eclectic list, and some insights may resonate with you more than others, but I guarantee that you will learn something new and useful. 

Selling With A Story

A true expert in sales storytelling, this first approach comes from Paul Smith, best selling sales author and Inc Magazine Top 100 Leadership Speaker. 

Paul reminds us that storytelling is one of the best sales approaches in a salesperson’s arsenal. Storytelling resonates with both the rational and emotional parts of the brain, influencing decisions more effectively than data alone. 

Paul emphasizes crafting specific stories to guide prospects through every stage of the sales process:

• When meeting a prospect, share a “What I do” story to establish credibility.
• On the first call, build rapport with a “Why I do what I do” or a company founding story.
• During the pitch, illustrate the customer’s pain points and pair them with a success story showing how your solution delivers.
• Handling objections? Identify the story running through your prospect’s mind, and counter it with one that solves their concerns.
• When closing, create urgency by sharing a story with a compelling resolution.

Crafting impactful stories begins with preparation. Create a “wish list” of stories to address common sales objections or to build rapport. This wish list will eventually become your “go-to stories” list. Structure each story by answering key questions:

1. Why should the listener care?
2. What problem did the character face?
3. Where and when did it happen?
4. Who is the character, and what did they want?
5. How was the problem resolved?
6. What is the takeaway?

Finally, Paul advises creating trust by telling stories where your actions demonstrate integrity. For instance, recommend another solution to a prospect when it’s a better fit - these honest moments build long-term loyalty and respect.

Want an example of Paul’s approach in action? Paul applies it to customer objections and reminds us: 

“An objection isn’t a fact. It's a story, and it's a bad story. They're thinking, 'If I buy what you're selling, it's not going to work right, it's going to be too expensive, I'm going to blow my budget, my boss is going to yell at me, I'm going to get a bad performance review, I'm going to get fired.' It's a whole chain of events playing out in their mind if they make a bad decision or purchase. You can't replace that bad story with a fact - you can only replace it with a good story.

You need to have an objections-resolving story, and that story is simply about another customer you had who had the same objection and it turned out the problem never materialized that they were worried about all along, or when it did materialize, you solved it immediately. So that's the kind of story to convince them, 'Oh, so I guess I don't need to worry about that problem.’”

By reframing objections as bad stories, Paul replaces uncertainty with familiarity and confidence. 

Humanity loves its stories. And as one of the most versatile sales approaches, you need to be able to tell them naturally.

Want to hear more stories about storytelling from Paul Smith? Listen to his full interview here on the Outside Sales Talk podcast.

Leveraging Body Language for Sales Success

Yeah, I know what you’re thinking - you already know body language. Stand tall. Sit upright. Don’t cross your arms. But I imagine that Mark Bowden, who was voted #1 Body Language Professional in the world and is a bestselling author on the subject, may be able to offer you a few more advanced approaches. 

According to Mark, non-verbal sales communication speaks louder than words, and thus can easily make or break a sale. Our judgments of others are made in seconds, and these judgments tend to stick. 

Mark recommends these gestures to establish trust and connection from the start:

• Open palm gestures convey openness and low risk.
• Baton gestures follow the rhythm of your speech, enhancing clarity.
• Illustrator gestures bring your words to life by visually supporting what you’re saying.

To engage prospects further, animate yourself with facial expressions and tone of voice. Use “accepting” body language - like open palms, tilting your head, and nodding - to avoid coming across as pushy.

When reading your prospect’s body language, watch for noticeable changes. If you spot one, Mark suggests asking, “So, I’m curious - what do you think about what I just said?” This question invites honest feedback and keeps the conversation flowing.

Lowering environmental risks also helps create trust - this is especially important for outside sales professionals meeting clients in person. For instance, offering a warm cup of coffee on a cold day can make a prospect feel more comfortable.

For virtual sales, Mark stresses the importance of camera placement, eye contact, and a welcoming background. Lighting also plays a key role in ensuring you appear approachable and professional. These selling approaches are especially critical for B2B sales and/or virtual presentations, but we’ll get more into that in the next section. 

Finally, build trust and confidence by being predictable. Set clear expectations, and when it’s time to close, empower your prospect by asking, “Why do you think this is the right choice?” Affirm their response with active listening, nodding, and saying, “Exactly right.”

Body language is more than just smiles and eye contact. By mastering deeper non-verbal strategies, you’ll definitely create a lasting, positive impression that is conducive for sales success.

Mastering body language can significantly impact your sales success. For deeper insights, check out Mark Bowden’s interview on the Outside Sales Talk podcast.

Nailing Your Virtual Presentations

If you’re purely involved in face-to-face interactions with your sales, you may feel this section is not applicable to you. But judging by the direction of today’s sales environment, you will likely find it hard to avoid selling virtually forever. So sit back and check out what Juliet Funt, virtual selling expert, has to teach on the subject. 

Juliet will be the first to admit that many sales skills overlap. But selling virtually requires a unique sales approach to get customers to consistently sign on the dotted line.

The key is to create a vibe that keeps your audience engaged. Start by mastering the technical aspects of your virtual setup, an essential part of this sales strategy:

• Camera Angle: Position your camera to center your face and ensure you’re clearly visible.
• Lighting: Use two ring lights on either side to illuminate yourself evenly.
• Audio: Invest in a quality external microphone, such as a Yeti, for clear sound.
• Background: Choose a professional, non-distracting backdrop - avoid anything too personal. If you’re unsure about your background, consider switching to a phone call instead.

Before each call, do a "360 spin" to identify the best spot in the room for your setup. Preparation here is just as important as for in-person meetings.

When it’s time to meet, don’t underestimate the power of a virtual handshake. Greet your prospect warmly and take a moment to chat before diving into your presentation. Avoid reading directly from your screen - use post-it notes placed around your monitor as prompts instead.

Funt also recommends simplifying your slides even further than normal for virtual presentations, as shorter slides maintain focus and engagement. Since you’ll receive less non-verbal feedback online, assume the positive and proceed confidently.

Seriously, how much thought do you put into your preparation before a virtual presentation vs an in-person meeting? Because ultimately, preparing yourself and your space is the best defense against poor virtual selling. By complementing your outside sales skills with virtual skills, you’ll maximize your opportunities and leave a lasting impression, no matter the medium.

Virtual presentations are her passion, and she has more to share - check out Juliet Funt’s interview on this Outside Sales Talk podcast episode. 

Building Your Sales with the Right CRM & Sales Tech

You know sales success doesn’t just magically happen. It’s built on relationships, strategy, and increasingly, the right technology. According to Kyle Jepson, Senior Inbound Sales Professor at HubSpot, leveraging customer relationship management (CRM) tools and sales tech isn’t just a convenience - it’s a necessity.

Kyle emphasizes the power of sales technology to automate processes, freeing salespeople to focus on what they do best: closing deals. At the core of any effective B2B sales strategy is a CRM tool, which helps you:

• Track essential customer information.
• Plan your next steps with prospects.
• Strengthen relationships through better organization and insights.

For those just starting out, Kyle suggests exploring free CRM tools, such as HubSpot’s free version. His next piece of solidly simple advice? “Just start collecting data and see how it can be useful in the future.”

But a CRM alone isn’t enough - it’s the integrated synergy between CRM and other sales technologies that truly drives results. 

That’s where tools like Badger Maps come in. While your CRM organizes your contacts, Badger Maps helps you plan and optimize your routes, while also allowing you to visualize your customers on an interactive map, instead of a clunky dashboard. 

Sales teams who use Badger Maps can cut down driving time by 20%, helping you save time on your daily planning, maintain better relationships with customers, and be more productive. 

By optimizing your sales routes, something you can’t do with Google Maps, you will save money on gas and meet with more customers than you normally would. 

Sales teams have reported that they sell 22% more and drive 20% less when using Badger Maps, in fact, the average team of 10 reps sells $936k more the year they start using the app.

The integration between a CRM and Badger Maps allows you to mobilize your sales CRM software, giving you instant access to important customer information as you work your territory. You can easily sync and leverage data in your CRM, all from your mobile device. 

You can enable a two-way, real-time native integration with the most popular CRMs such as HubSpot, Salesforce, Zoho, Microsoft Dynamics, NetSuite, Insightly, and many more. 

In short, the right sales tech doesn’t just make your job easier - it increases your chance of success and makes you better at what you do. 

Whether you’re adopting a CRM for the first time or enhancing your existing tech stack, investing in tools that save time and streamline processes is a step toward sales mastery.

And after all, when you’re a master of all sales approaches, what else is left to help you improve besides 21st-century, sales-enhancing technology? 

Want to learn more about how modern sales technology can have an impact? Check out Kyle Jepson’s interview on the Outside Sales Talk podcast.

Strategies For Successful Referral Selling

In a crowded market, standing out can seem impossible. But Joanne Black, founder of America’s #1 company for referral sales and lead generation, offers a simple, powerful solution of referrals. 

According to Joanne, referral selling should be your #1 strategy for generating qualified leads. 

Because everyone attempts to use referrals, it may not seem like an advanced sales approach, but correctly using referrals and knowing when to ask for them is a skill of the masters. Why? Here are Joanne’s top strategies for successful referral selling:

• Ask at the right time. The best moment to request a referral is after delivering value - when you’ve helped a prospect achieve success.
• Be specific. Make it clear who you’re looking to meet. Instead of a vague “Do you know anyone who might need this?” try, “Who are 1 or 2 people you know that I should meet?”
• Leverage LinkedIn. Do your research to identify ideal connections, and ask your referrer to make introductions to the specific people you’ve identified. Use LinkedIn and social media to build relationships by commenting on and sharing your prospect’s content.
• Simplify the process. Make it as easy as possible for someone to refer you. For instance, offer to provide them with a quick blurb or details they can use when introducing you.

Leveraging existing customers into referrals is a great “land & expand” strategy that works smoothly in outside sales. As Badger Maps CEO Steve Benson explains his sales tactics, “The most important growth strategies are the referral and the ‘land and expand' strategy. The ‘land and expand strategy’ is when one person at a company uses your product, and because you make them successful, their coworkers and management finds out about you and it spreads around the organization. 

Work closely with your customers to make them really successful and happy with your product and because of that they will tell their friends, colleagues, ex-co-workers, new co-workers, etc. about your solution. That is how your current customers become your best salespeople and help you grow your business.

Some of your biggest customers can be acquired this way. Maybe one manager sees the success of your product and wants it for the rest of his or her team, then the regional manager sees that one manager’s team is doing well, so then all the regions get it, then the division, etc.”

The importance of reinforcement and coaching for referral selling to succeed within an organization cannot be stressed enough. Sales managers can play a big role by setting goals and incentives for referrals, enabling their teams to develop the skills needed to integrate this selling strategy into their process. Lastly, Joanne really wants you to remember her “secret”: referrals aren’t just a bonus - they should be a consistent part of your sales strategy. You can literally start today by making a list of people you’ve already built relationships with and creating a system to keep in touch with them! These positive connections are your gateway to a steady stream of high-quality leads.

Don’t miss out as Joanne Black dives deeper into referral selling strategies in her interview on the Outside Sales Talk podcast.

How to Close More Sales with the Perfect Close

Closing is often seen as the ultimate moment of truth in sales, but James Muir, best selling sales author, CEO, and 30-year sales veteran, redefines it as any moment when you ask a client for a commitment. According to James, mastering the art of closing isn’t about gimmicks or discounts - it’s about thoughtful preparation and asking the right questions.

James emphasizes that salespeople only control about 10 - 15% of the timing of a close. So instead of rushing a deal with discounts, he suggests a more strategic approach:

• Ask, “Does it make sense to see if we can do something special for you if we can get everything wrapped up by the end of the quarter?” This frames urgency without pressure, keeping the prospect’s goals in mind.

The foundation of the perfect close is adequate discovery. By thoroughly understanding your prospect’s challenges and goals, you can demonstrate their ROI early in the buying cycle. Here’s how James suggests structuring your discovery process:

• Ask about their goals and pain points, then keep digging with, “What else?” until they’ve shared everything.
• Help them prioritize their goals, so you know where to focus your efforts.
• Quantify their problem to create urgency on their end - they’ll want to close the deal to solve their own issues.

Once you’ve completed your discovery, you’re ready for what James calls The Perfect Close, which includes these steps:

1. Pre-call planning: Before the meeting, answer these questions:
   • Why should this client see me?
   • What do I want the client to do?
   • How can I add value?
2. During the meeting: Ask, “Does it make sense for us to (schedule an assessment)?”
3. If they say no: Follow up with, “What do you think is the next best step?”

By combining these methods with pre-call planning, you ensure that closing becomes a natural, value-driven process rather than a hard sell (and James guarantees it!).

Want to perfect your perfect close? Check out James Muir’s full interview on the Outside Sales Talk podcast for more expert insights.

Jolting Your Sales into Action After Setbacks

“Sales is a rollercoaster.” It’s an oft-used phrase for a reason - setbacks are inevitable. But according to the successful sales coach Larry Long Jr., the key to bouncing back lies in your mindset and turning failure into fuel for success.

Here are Larry’s top strategies for jolting your sales back into action:

Build a Resilient Mindset:

• Talk yourself up, NOT down. Write down your thoughts and turn negative self-talk into positive affirmations. 
• Surround yourself with positivity. Choose to spend time with people who uplift and challenge you.
• Embrace failure. Instead of fearing mistakes, use them as learning opportunities. Whether you learn from your own mistakes or from others, failure is essential for growth.

Focus on What You Can Control:

• Let go of what’s beyond your influence and channel your energy into actions you can take.
• Set a workback plan by identifying your personal goals, mapping out actionable steps, and staying committed to what’s within your control.

Build Meaningful Connections:

• Prospects can tell when you genuinely care - so be sure to show them. This is often an overlooked sales tip, but is critical for long-term relationships.
• Take the 3-minute challenge: Pick one person from your contacts every day and send them something thoughtful to surprise and delight them.

Larry also coined The 4 Pillars of Sales Success, and he emphasizes these foundational traits for long-term success:

1. Positive attitude
2. Integrity without compromise
3. Team player mentality
4. Performance and a growth mindset

Most importantly, don’t be a "slimy" salesperson. Always prioritize your prospect’s best interests - this builds trust and helps sustain success.

For more tips on building resilience and reigniting your sales momentum, listen to Larry Long Jr.’s full interview on the Outside Sales Talk podcast.

Conclusion

Yes, sales may be a numbers game but that game is not a game of chance. Success isn’t left to luck - you increase your chances of success by mastering the right sales approaches and consistently applying them. Whether it’s perfecting your sales closing approaches, tightening your B2B sales strategies, or using selling tactics like storytelling and referrals, each strategy shared here can elevate your approach to the next level.

These insights are not just basic tips - they’re proven sales tactics from seasoned professionals to help you succeed in outside sales, inside sales, B2B sales, B2C sales, extraterrestrial sales, and beyond. 

Now it’s your turn - choose and implement one of these strategies to increase sales and build stronger relationships with your prospects. Remember, growth happens when you apply what you’ve learned.

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