April 10, 2020

The 2 Sales Techniques That Work and the 2 That Don’t (According to Studies)

A lot has changed in sales over the last few decades. Sales techniques that used to work are now outdated and more likely to result in rejections.

Thankfully, science can keep you up-to-date with what works. Let’s inspect some of the best techniques to use and a couple that you should avoid.

1.Finding Your USP

The Unique Selling Proposition (USP) is the heart and soul of a successful sales call. And yet, 70% of salespeople report an overlap between their offer and those of competitors. If you don’t stand out, you can’t make people choose you over someone else. 

This is why you need to find out what it is about your offer that provides the value that eludes other solutions. If you can’t, then the least that you can do is put a different spin on the offer.

2.Telling Before-and-After Stories

People don’t buy products and services – they buy an outcome that they desire. Appealing to this emotional component can do wonders for your sales.

During your pitch, you’ll want to combine emotion and data. Tell stories about previously struggling people whose lives you’ve made better with your solution.

Now that you’ve seen what works, let’s take a look at what doesn’t.

1.Challenging Customers’ Status Quo

This technique is a double-edged sword. It can work for getting new clients, but it will often backfire when you use it to prevent someone from leaving you in favour of the competition.

Research shows that the chances of people switching to competition increase by 10% if you do this. This is why you shouldn’t use disruption-minded messages while trying to retain customers.

2.Using an Elevator Pitch

An elevator pitch is a short summary of your solution’s biggest benefits. But not everyone wants the same things from your offer.

Instead of reciting the same thing all over again, tell your prospect’s story. Adapt the pitch to their situation and they’ll be much more likely to buy.


If you want to learn more sales techniques that work in today’s environment, see if you qualify for a free training session with us.