9 Essential Sales Techniques Every Rep Should Master | How to Win More Deals

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Every seller dreams of crushing quota quarter over quarter. But like most dreams, this is easier said than done.

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. With so much to learn and little time to learn it, how can salespeople ensure they are always at the top of their game? Our techniques are here to help.

0:16 1. Sell the Problem, Not the Solution
Buyers need a reason to buy. Your job as a rep is to uncover that reason – and then help the buyer understand why solving those challenges will make their lives better.

0:38 2. Create Urgency Against the Status Quo
Next, you’ve got to answer the question “Why change?” The best way to do this is by creating urgency, which helps the buyer understand that there is a greater benefit to changing now vs. later. You can create urgency by attaching your product or solution to the buyer’s near-term goals.

1:12 3. Quantify the Value of Change
Then, you’ve got to quantify the value of change. Will your buyer be saving money with your solution? Or tripling their revenue? Or earning back hours on manual tasks? Prove that your solution actually offers real benefits with data, customer stories, and research.

1:23 4. Know What Makes You Special
Another great technique is to make sure you know what makes you special. For most businesses, there will be significant overlap in competitive offerings, especially in mature markets where certain features or services are table stakes. That means sellers must know not only how their product is unique, but also what unique value that provides to their buyers.

1:42 5. Overcome Objections with Value Messaging
Next, know how to overcome objections with value messaging. A good buyer will try to poke holes in your sales pitch, searching for reasons not to buy. If you have truly mastered the value-selling techniques above, then overcoming objections is simple.

2:06 6. Build and Leverage Champions
Another essential sales technique is building and leveraging champions. Don’t shy away from coaching them on how to sell your product on your behalf: ask them outright how other stakeholders are responding to your sale and help them navigate internal objections accordingly.

2:37 7. Negotiate Live
Live negotiation is another key sales technique. Asynchronous negotiations make it difficult to keep the conversation tied to value, as buyers have more power to derail the conversation, or in the worst cases, completely ghost you.

2:58 8. Keep Virtual Interactions Interesting
With the rise of hybrid and remote work, knowing how to capture and keep buyer attention on video calls is critical to closing deals. A good first step is to turn your camera on – this naturally encourages buyers to do the same.

3:23 9. Create a Partnership
Finally, remember that sales is a marathon, not a sprint. It’s in your best interests as a seller to maintain a strong relationship with existing customers, especially if you’ll be pitching renewals or up- and cross-sells in the future.

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