Sales can feel like a numbers game, but what separates the extraordinary from the average is often the willingness to break the mold. In this post, I’ll share some basic sales tactics to help you stand out, build stronger connections, and close more deals.
Reverse the Sales Process
Instead of starting with a pitch, begin with discovery. Ask open-ended questions to understand your client’s pain points:
- What’s their biggest challenge right now?
- How do they measure success in their role? Once you truly understand their needs, tailor your pitch to offer a solution they can’t resist.
Use the Power of Stories
Humans connect with stories more than statistics. Share success stories from your past clients to demonstrate your value. For example, one of my consulting clients initially struggled to close deals in a highly competitive market. By implementing the unconventional sales strategies outlined in my eBook, they not only increased their close rate by 30% but also built stronger relationships with their clients. In their own words, “It felt like I was doing something no one else was… Like I have a secret weapon!.”
Be Unexpectedly Generous
A small, unexpected gesture can leave a lasting impression. Send a handwritten thank-you note, some swag, or bring snacks to your next meeting. Put blue ink on paper any chance you can. This builds trust and keeps you top-of-mind.
Build a Connection First, Then Pitch
Traditional sales often jump straight into the pitch, but building a genuine connection before presenting your offer can make all the difference. People prefer to buy from those they trust, and trust starts with rapport.
Start conversations with open-ended questions like:
- “What challenges are you facing in [their specific industry or situation]?”
- “If you could improve one thing about your [process/system], what would it be?”
Listen actively, and respond with empathy and insight. For example, a real estate client once shared their frustration about losing leads due to inefficient follow-up. Instead of pitching immediately, I shared a quick tip about automating follow-ups. This not only demonstrated value upfront but also laid the groundwork for a deeper conversation about my consulting services.
By prioritizing connection over a hard sell, you establish credibility and set the stage for a successful pitch.
Build a Connection First, Then Pitch
Traditional sales often jump straight into the pitch, but building a genuine connection before presenting your offer can make all the difference. People prefer to buy from those they trust, and trust starts with rapport.
Start conversations with open-ended questions like:
- “What challenges are you facing in [their specific industry or situation]?”
- “If you could improve one thing about your [process/system], what would it be?”
Listen actively, and respond with empathy and insight. For example, a real estate client once shared their frustration about losing leads due to inefficient follow-up. Instead of pitching immediately, I shared a quick tip about automating follow-ups. This not only demonstrated value upfront but also laid the groundwork for a deeper conversation about my consulting services.
By prioritizing connection over a hard sell, you establish credibility and set the stage for a successful pitch.
Leverage the Power of Reciprocity
Giving something valuable upfront can encourage your potential client to reciprocate by engaging with your services. This could be a free resource, a quick consultation, or actionable advice.
For example, if you’re offering business consulting, provide a brief market analysis tailored to their industry or share a key strategy from your eBook. In one case, I offered a free 15-minute call to identify bottlenecks in a client’s sales process. That small investment of time resulted in a long-term consulting partnership because the client saw immediate value and trusted my expertise.
When you provide value first, it builds goodwill and positions you as someone genuinely interested in their success.
Build a Connection First, Then Pitch
Traditional sales often jump straight into the pitch, but building a genuine connection before presenting your offer can make all the difference. People prefer to buy from those they trust, and trust starts with rapport.
Start conversations with open-ended questions like:
- “What challenges are you facing in [their specific industry or situation]?”
- “If you could improve one thing about your [process/system], what would it be?”
Listen actively, and respond with empathy and insight. For example, a real estate client once shared their frustration about losing leads due to inefficient follow-up. Instead of pitching immediately, I shared a quick tip about automating follow-ups. This not only demonstrated value upfront but also laid the groundwork for a deeper conversation about my consulting services.
By prioritizing connection over a hard sell, you establish credibility and set the stage for a successful pitch.
Leverage the Power of Reciprocity
Giving something valuable upfront can encourage your potential client to reciprocate by engaging with your services. This could be a free resource, a quick consultation, or actionable advice.
For example, if you’re offering business consulting, provide a brief market analysis tailored to their industry or share a key strategy from your eBook. In one case, I offered a free 15-minute call to identify bottlenecks in a client’s sales process. That small investment of time resulted in a long-term consulting partnership because the client saw immediate value and trusted my expertise.
When you provide value first, it builds goodwill and positions you as someone genuinely interested in their success.
Master the Follow-Up
The fortune is in the follow-up, but it’s not just about persistence—it’s about being strategic. Most deals aren’t closed after the first interaction, so staying top-of-mind without being pushy is critical.
Here’s an unconventional approach: Send follow-ups that add value rather than just “checking in.” For instance:
- Share an article or resource relevant to a previous conversation.
- Provide a quick tip or insight tailored to their business.
- Highlight a success story from a similar client.
For example, after an initial meeting with a potential client, I followed up with a case study demonstrating how another company overcame a similar challenge using strategies I implement. The client appreciated the personalized touch and signed on for my services shortly after.
This approach not only keeps the conversation alive but also reinforces your expertise and thoughtfulness.
Conclusion: Take Your Sales Strategy to the Next Level
These strategies aren’t just about closing a sale—they’re about creating lasting relationships and delivering real value to your clients.
If you’re ready to transform your sales approach and achieve measurable results, visit the Services page on my website. There, you’ll find a range of consulting options tailored to help you implement these strategies and more. Whether you’re looking to optimize your sales process, improve client engagement, or grow your business, I’m here to guide you every step of the way.
Start making unconventional your new normal—reach out today!
Sam Kensinger 