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From the blog

53 Industry Experts Share Their Best Selling Tips

selling-tips


* Note – We are updating this post regularly. While the title says “53 Industry Experts…” you can expect more than 53 experts to be listed in this post since we will add more experts.

If you have an amazing sales tip (that’s proven and tested to work) that you’d like to share with our community, do reach out to us and we’ll be more than happy to add you to the list. Cheers!


You’re at your wit’s end. You’re about to experience the mother of all meltdowns because of your abysmal sales record for the past few months.

It stinks to high heavens because you started your business with the thought of turning it into a constant source of income. However, the only thing it has done so far is suck the money out of your bank accounts.

#TheStruggleIsReal

Friends, if you’re done crying out your body weight and you’re now putting together a new game plan to recover from your rock-bottom sales record, then allow me to help you with just that.

I will share with you the best sales tips that I managed to put together from 50+ industry experts. That way, you can consider their ideas when creating an epic strategy to explode your sales.

Short backstory: I reached out to several industry experts with the hopes of putting together a round-up for 10 industry experts only. However, since I received bajillions of referrals, I decided to accept everyone. After a month or so of sending back and forth email to the influencers, the list has now ballooned to 50+ experts.

Pretty awesome, huh?

Let’s hop right in.

1. Mark Shapiro, President of Executive Boutique Call Center

mark-shapiro-final

In 2010 I had the good fortune of being introduced to Rochelle Carrington who is a sales trainer for Sandler Sales Training. David Sandler was the founder of a world-wide sales training program that totally changed the way I approached sales. Sandler emphasizes that nobody likes to be “sold” to and the process should not feel like your “selling”. It’s really about taking the time to find out what problems (or “Pain” in Sandler terminology) your prospect is having and seeing if you can help them solve their pain. It’s only after you have asked the right questions which will allow your prospect to open up to you with what is really driving their decision making, that you can really know whether you’re a good fit. For those interested in a great short read that will introduce you to the Sandler Sales system, I recommend the book You Can’t Teach a Kid to Ride a Bike at a Seminar by David Sandler or contact Rochelle for a more in depth learning experience.

2. Michael Quoc, Founder and CEO of Dealspotr

Michael Quoc

Selling has three key steps. First, understand the person. Who are they, and what do they deal with each day? Next, understand what they feel. Go beyond their day-to-day activities and understand the gut-level emotions they feel. What do they desire? What are their fears? From there, develop an action. What easy, simple, immediate action can you motivate them to take that will move them one step down the sales funnel?

3. Simon Gould, Managing Director SydneyDigitalMarketing.com.au

simon

Always agree about what success should look like at the very start of your collaboration, that way, everyone’s expectations are managed from the outset of a new client/agency relationship.

4. Dan Steiner, CEO and Co-Founder of Elite Legal Marketing

Dan Steiner

Using pain points is one of the most important parts of selling. For example, lawyers often envy other lawyers, so use what the competitors are doing as a way of selling. Nobody wants to be 2nd best.

5. Alejandro Russo, CEO of Candela Premium Mamajuana

Alejandro Russo

The most important sales tip is to listen. When visiting a potential client, most people go in and start selling. No one likes to be sold to. The best of the best simply sit down, ask questions and listen. The more you listen, the more fundamental insights you will get that will get you closer to sealing the deal.

6. Sam Oh, Web Strategist, Digital Marketer and Founder of Money Journal

Sam Oh

Increase your perceived value.

I’ve seen way too many companies fight over price. They think that lowering their price is going to bring in more sales. Sometimes this works, but you also have to take into account the new rates multiplied by sales to reach your desired goals.

Instead, you can increase your perceived value by removing copy that triggers price-based thinking (i.e., cheap, bargain, best price guaranteed) and focus on how others see you. Another increase perceived value is to get your customers to leave reviews for you on authority sites in your niche. For example, restaurants can use Yelp and authors might want to build their profile on Amazon.

Authority sites already rank well in Google so when a potential customer is searching for [your company name] review, they’ll be on a trusted platform people already believe.

7. Aaron Agius, Managing Director of Louder Online

Aaron Aguis

My one sales tip is to make sure you clearly identify who your audience is and where they exist before you start trying to sell. If you try selling to everyone, you’ll end up selling to no one. Get your targeting right first.

8. AJ Kumar, Founder of Limitless Publishing

AJ Kumar

The key to success as a salesperson is adaptability. Being adaptable means you are both flexible and versatile. A flexible person is willing to go with the flow, regardless of what is happening. A versatile person is able to go with the flow. If you learn to be fluent to adapt, you will be a winner every time.

9. Andrew Medal, Founder of Agent Beta

Andrew Medal

Your network becomes your net worth.

Focus on the relationship, not the sale. The relationship comes first, and the sale happens after. It may take some time, even as long as ten years, but it’s always worth it.

10. Joe Martinez, Senior Manager, Paid Media & Community at Granular

Joe Martinez

If you search for “insect exterminator” in Google, do you need to see ads explaining what those companies do? No. We all know what exterminators do.

Using this understanding when writing ads and landing page content, I stay away from the what and focus on the why. Why should someone choose you over the competition? What problems will you solve for users? What value do you bring another competitor can’t offer? Does the customer know everything they’re getting from your product or service? Focus on building user trust and confidence to guide potential customers along the next step in the funnel. If you take away the doubt, the only thing left for a user to do is convert.

11. Cate Costa, Founder of Venture Catalyst Consulting

Cate Costa

My best tip when it comes to selling is to stop trying to figure out how to sell to your ideal customer and start trying to understand your ideal client. When you get inside the head and heart of your ideal customer and figure out what motivates him/her, you’ll have no trouble selling.

12. Ashley Faulkes, Founder of Mad Lemmings

Ashley Faulkes

My number one tip for selling is quite simple, and certainly not new. It is getting to know your potential clients as deeply and personally as possible, and open up to them in return (instead of being a faceless brand or blog).

The reason I recommend this is as follows: when I started selling services directly online I found it very hard. But then, things began to work for me via relationships and referrals. The reason was simple, those people knew me, so their referrals trusted me by default. Even if what I was selling was expensive Web Design and SEO services

Then, when I started selling courses, the sales mostly came from people who I knew in one way or another. Sure, there were some complete strangers, but most sales came from people who had followed me or known/interacted with me in some way.

Hopefully, this simple advice can save you wasting time on scaling sales techniques that just don’t work

13. Jayson DeMers, Founder and CEO of AudienceBloom

Jayson DeMers

My best tip for selling is to be professionally persistent. If you send an email or leave a voicemail, don’t forget to follow-up when your prospect inevitably fails to return it. Following up politely but persistently has resulted in many, many new sales for me.

14. Kristen Vanstrom, Personal Branding Coach

Kristen Vanstrom

Don’t fall into a stereotype. Don’t change your personality just to fit the typical sales guy/girl mold. Be relatable. Talk from your personal point of view. Communicating with your customer helps you build trust, and ultimately, leads to long-term customer relationships.

15. Dmitry Dragilev, Founder of JustReachOut

Dmitry Dragilev

When it comes to selling and cold email outreach, I think about the opening conversation starter I want to have with my recipient. If I saw them face to face at a conference what would I say to them? Many people write stuff in emails which they would never say live face to face to someone. So I always ask what would I say to them live if I met them at a conference for the first time. Regarding resources and templates I use, I like to use:

  1. One of these 26 cold email templates
  2. One of these email endings
  3. Find a common topic to chat with them by using one of these PR tools.

16. Mike Loomis, Business Coach and Writer at MikeLoomis.co

Mike Loomis

Ask questions that unveil the best solution for your client, and keep asking until all parties are clear on the value of the solution you can offer.

17. David Leonhardt, Ghostwriter and President of The Happy Guy Marketing

David Leonhardt

My best tip to selling a service online is to make it easy for people to contact you no matter where they are on your page. The longer your content or sales pitch, the more important this is. I have a query form to the right of my content at THGMwriters.com. As you scroll, the form disappears and up pops a red “GET MY FREE QUOTE” button, always there when you need it. With our new fully responsive design, that button is there on all devices, so especially on a tiny screen, you don’t have to search for it.

Why I like this is because I am not a hard sell kind of guy. I hate being sold to, and I don’t like “selling” to people. But I love being served, and I love helping people. Being always there for people when they need me a natural extension of my personality. Nothing sells like authenticity.

18. Michael Port, Professional Speaker and NYTimes, WSJ Bestselling Author

Michael Port

One of my close colleagues, Ian Altman, always says, “Price matters most when the seller thinks price matters most.” You need to be able to value your services so that you are comfortable and confident selling them. If you’re always worried about the price, then other people are not going to buy because you’re insecure. They’ll feel it.

19. Sarah Rickerd, Owner of Content Conquered

Sarah Rickerd

During a conference that I attended recently, I heard the following tip from author Bob Burg: ‘The value of what you’re selling must be greater than the payment you receive.’ I love that. He’s not saying that you should be undercharging, just that your customers need to see value in what you’re offering that’s above, and beyond the particular product or service they’re paying for.

When I work with satisfied clients, for example, they aren’t just paying for articles. They’re paying for the leads and sales that come from using content as a brand building tool, as well as the time savings of not having to do the writing themselves. When you figure out what your value is and how you can communicate it to potential customers, selling becomes so much easier.

20. Jeff Shore, Founder of Shore Consulting

Jeff Shore

There is a profound psychological hack that salespeople would be wise to consider. When it comes to decision-making, it’s easy equals right. The easier a concept seems to a customer, the “righter” it feels. The converse is also true: Complex equals Wrong.

This principle explains why feature-dumping is so ineffective. The complexity sends a dangerous message to the prospect’s brain.

Think through the customer’s buying process and ask where that customer sometimes gets confused or overwhelmed. If you can figure out how to simplify the message, you will make it easier for the client to make a decision.

21. Corey Blake, President at MWI

Corey Blake

When selling, it is crucial that you trust yourself and your offering before anything else, then you can sell with the confidence that will leave people begging to work with you. Selling with confidence takes all “desperation” out of your sales pitch, and leaves potential clients wanting to take part in the “exclusive club” that is your product or service.

22. John Teel, Founder and Lead Engineer of Predictable Designs

Start selling from day one. Never wait until your product or service is ready for the market before you start actually to sell it. Developing a new product is by no means trivial, but selling will be your biggest obstacle to success. Most inventors and entrepreneurs make the mistake of focusing all of their energy on developing their product and not nearly enough on selling it. If you feel more comfortable with product development than product sales, then bring on a co-founder who’s strength is sales. For most startups, it’s best if one founder focuses on development, while the other focuses on sales.

23. Vladimir Gendelman, Founder and CEO of Company Folders

Vladimir Gendelman

My best selling tip is to take an authentic interest in your clients. No one wants to buy a product from someone they don’t like. Instead, they would prefer to buy from a friend, so I take an authentic interest in each of my clients. I learn everything about them and their businesses, and I share some of my own stories. I also don’t make promises I can’t keep. Instead, I put myself in their shoes when a problem comes up and solve the issue in a way that’s most satisfying to the customer. When customers see we genuinely care and feel that personal connection, they are more confident in purchasing from me and more likely to return.

4 comments

  1. Don’t be a salesperson. Be a relationship builder. Connect with the buyer. Relationships are about building trust and respect. Once you have that, everything else is just facilitating the information and conveying the value of what product, service or experience you provide, to see if it meets the needs and objectives of the buyer. And whether it does or doesn’t, recognize you’ve done your job either way.

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