Unconventional Sales Tactics That Will Help You Close More Deals
Posted: Tue Jan 21, 2025 4:31 am
There are many articles out there about how a business owner or salesperson can learn to close more deals. The content ranges from tried-and-true sales tactics that have been taught over the years to deeper psychological principles that you can use to subtly influence a negotiation in your favor. The problem is that you rarely find the root of the solution in these articles. After all, is this all magic? Where does all this persuasion come from?
Why do some sales tactics work and others don't?
At the end of the day, customers won’t buy from you if they feel like you’re just using another conventional sales tactic or following a sales script . Does it make sense to buy from someone you don’t trust? Someone who’s just trying to persuade you? Customers will only buy from you if you show them that they can trust that your product or service will actually benefit them.
Here are three unconventional sales tactics you can use to break away from traditional techniques and quickly establish trust with your prospects.
First of all: selling is chasing losses
It doesn’t matter if you’re a hired salesperson or the CEO of your company. Anytime you enter a negotiation with an eye on profits, you start at a significant disadvantage.
One study found that only three percent of people trust a salesperson . And you don’t have to have the title “sales executive” to be considered a salesperson. Trust in a company’s SDR or SR is lower than in accountants, investment advisors, or even lawyers.
Why is there so little trust? Because the people on the other side of the table know that you are not impartial. Your goal in convincing them to buy your product or service is clear and will always be.
1. Be 100% honest
So how do you overcome this lack of trust? Shock them with your honesty. Don’t just win them over by being a nice person. Really surprise them with your honesty.
The easiest way to shock someone with your honesty is to do something for them that new zealand telemarketing data doesn’t really benefit you. In fact, it might even work against you. Prove to potential clients that you’re more concerned about helping them, rather than just putting money in your pocket.
For example, it can be tempting to avoid a potential client from talking to a competitor. Instead of convincing them to sign with you right away, tell them to go ahead and check out your top competitors first. Then, offer a short list of those competitors.
I know, it sounds crazy at first. But I guarantee that he will hang up the call knowing that he wants to sign with you. When the potential client contacts your competitors, he will be faced with the same old sales tactics. This will make him see you as the only honest company that really wants to help him. Become his favorite!
2. Persist, but don't insist
Experts at InsideSales.com recommend that you contact a prospect at least six times before giving up. Data shows that responsiveness increases with each contact until the fifth or sixth contact. After that, you’ll see lower rates of return.
After many years in the market, I have realized that a moderate approach can be extremely powerful and much more effective than a pushy follow-up. This is because you give the prospective client respect and space to take the initiative.
At this point, it is worth highlighting some important details. Before stopping calls, you need to make sure that:
First: the first contact should focus on your prospect’s desires and expectations instead of talking about you, your company or your product. Your future customer should leave with the feeling that you spent more time trying to understand their problem instead of trying to push your product or service at any cost.
Second: your potential customer knows everything about your product or service to make an informed decision. In your first contacts, make sure you understand their needs and can adequately explain your value proposition. Then you can leave the feedback to them.
Finally: Make sure your prospect knows they need to take the next step. This is obvious and crucial. If you put off calling while they’re waiting for you to get back to them and follow up, it could totally work against you.
READ ALSO: 11 CRM Statistics Sales Professionals Need to Know
3. Be clear and direct when your product or service doesn’t “fit” with the lead
By paying attention to a potential customer’s needs and wants, you may discover that your product or service doesn’t fit their needs. If that’s the case, be sure to speak up.
But don’t worry: don’t tell him that your product doesn’t meet his needs. Turn it around. Explain to him what a lead is like if he’s not a good fit for your product or service.
For example, recently when I was evaluating a new financial system for my company, I received calls from two salespeople from different companies.
The first salesperson spent all his energy trying to convince me how I could adapt the company’s CRM software solution . In the end, he only convinced me that I could create something like a Frankenstein that would meet 80% of our needs.
The second salesperson, however, was blunt in telling me that my company's needs were very specific and did not fit with what their financial system proposed. He then went on to explain that we could develop systems to help meet those needs.
Why do some sales tactics work and others don't?
At the end of the day, customers won’t buy from you if they feel like you’re just using another conventional sales tactic or following a sales script . Does it make sense to buy from someone you don’t trust? Someone who’s just trying to persuade you? Customers will only buy from you if you show them that they can trust that your product or service will actually benefit them.
Here are three unconventional sales tactics you can use to break away from traditional techniques and quickly establish trust with your prospects.
First of all: selling is chasing losses
It doesn’t matter if you’re a hired salesperson or the CEO of your company. Anytime you enter a negotiation with an eye on profits, you start at a significant disadvantage.
One study found that only three percent of people trust a salesperson . And you don’t have to have the title “sales executive” to be considered a salesperson. Trust in a company’s SDR or SR is lower than in accountants, investment advisors, or even lawyers.
Why is there so little trust? Because the people on the other side of the table know that you are not impartial. Your goal in convincing them to buy your product or service is clear and will always be.
1. Be 100% honest
So how do you overcome this lack of trust? Shock them with your honesty. Don’t just win them over by being a nice person. Really surprise them with your honesty.
The easiest way to shock someone with your honesty is to do something for them that new zealand telemarketing data doesn’t really benefit you. In fact, it might even work against you. Prove to potential clients that you’re more concerned about helping them, rather than just putting money in your pocket.
For example, it can be tempting to avoid a potential client from talking to a competitor. Instead of convincing them to sign with you right away, tell them to go ahead and check out your top competitors first. Then, offer a short list of those competitors.
I know, it sounds crazy at first. But I guarantee that he will hang up the call knowing that he wants to sign with you. When the potential client contacts your competitors, he will be faced with the same old sales tactics. This will make him see you as the only honest company that really wants to help him. Become his favorite!
2. Persist, but don't insist
Experts at InsideSales.com recommend that you contact a prospect at least six times before giving up. Data shows that responsiveness increases with each contact until the fifth or sixth contact. After that, you’ll see lower rates of return.
After many years in the market, I have realized that a moderate approach can be extremely powerful and much more effective than a pushy follow-up. This is because you give the prospective client respect and space to take the initiative.
At this point, it is worth highlighting some important details. Before stopping calls, you need to make sure that:
First: the first contact should focus on your prospect’s desires and expectations instead of talking about you, your company or your product. Your future customer should leave with the feeling that you spent more time trying to understand their problem instead of trying to push your product or service at any cost.
Second: your potential customer knows everything about your product or service to make an informed decision. In your first contacts, make sure you understand their needs and can adequately explain your value proposition. Then you can leave the feedback to them.
Finally: Make sure your prospect knows they need to take the next step. This is obvious and crucial. If you put off calling while they’re waiting for you to get back to them and follow up, it could totally work against you.
READ ALSO: 11 CRM Statistics Sales Professionals Need to Know
3. Be clear and direct when your product or service doesn’t “fit” with the lead
By paying attention to a potential customer’s needs and wants, you may discover that your product or service doesn’t fit their needs. If that’s the case, be sure to speak up.
But don’t worry: don’t tell him that your product doesn’t meet his needs. Turn it around. Explain to him what a lead is like if he’s not a good fit for your product or service.
For example, recently when I was evaluating a new financial system for my company, I received calls from two salespeople from different companies.
The first salesperson spent all his energy trying to convince me how I could adapt the company’s CRM software solution . In the end, he only convinced me that I could create something like a Frankenstein that would meet 80% of our needs.
The second salesperson, however, was blunt in telling me that my company's needs were very specific and did not fit with what their financial system proposed. He then went on to explain that we could develop systems to help meet those needs.