Prospects are smarter now, and they know our sales methods. They even have a few that they really hate, yet sellers still try them. In this episode, I’m calling out five outdated sales tricks and sharing practical alternatives that actually work.
- Interrogating with BANT
- Prospects often dislike the BANT method (Budget, Authority, Need, Timing) because it feels like an interrogation. It can make them hold back instead of sharing the real challenges they face.
- Instead, focus on genuine connections. Listen carefully, ask thoughtful follow-up questions, and give prospects the time they need to open up.
- Asking for the Decision Maker
- Don’t start by asking, “Who’s the decision maker?” It can make prospects feel like a gate is being put up.
- Instead, ask about their internal processes or who is part of their committees. This helps you understand how decisions are made without alienating your champion.
- Following Up Too Soon
- If your discovery call was yesterday, don’t rush to follow up today. Prospects need time to digest how you can help. Following up too soon or too often can make you seem desperate and overly focused on the sale.
- Instead, end your call with clear next steps. This way, everyone knows when and how the follow-up will happen.
- Creating False Urgency
- You see artificial deadlines and last-minute “deals” all the time. Sometimes they work, but prospects are less likely to fall for them today. In fact, it can do the opposite of what sellers want. It pushes buyers away.
- Instead, let urgency come from the buyer’s own timeline and challenges. You’ll uncover these through thoughtful conversation.
- Starting with a Fake Conversation
- Don’t open with, “Hey, how are you doing?” or “Hey, how’s South Florida?” Prospects know when a conversation is fake, and it wastes their time.
- Be transparent. Tell them who you are, why you’re calling, and reference something genuinely relevant.
Bonus: Cold Outreach Without a Value Prop
- Don’t send generic mass emails or messages. Look for a trigger, personalize your approach, and make sure you offer something truly relevant to the prospect.
“Successful sales reps talk 30 to 40% of the time and let buyers talk 60 to 70%. Listening creates opportunities.” – Donald Kelly.
Resources
If these sales tips helped, my Sales Mastermind Course for more guidance.
Got questions? Reach out to me on LinkedIn.
Sponsorship Offers
- This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
- This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
- This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
