Sales advice can either be a game-changer or a major roadblock. In this blog post, we break down some of the best and worst sales advice shared by seasoned experts, along with why these tips matter for your success.
Worst Advice: “It’s Just a Numbers Game”
Meridith Elliott Powell opens with a piece of bad advice she received early in her career: “It’s just a numbers game.” While tracking sales calls is valuable, making more calls without analyzing the data doesn’t lead to better results.
If you’re not learning from your calls or adjusting your strategy, you can make 100 calls without landing a deal. Focus on quality over quantity. Understand your customer’s needs, and the calls will turn into opportunities.
Worst Advice: “Asking for Help is a Sign of Weakness”
Mark Hunter shares his experience with a boss who advised him to avoid asking for help, suggesting it was a sign of weakness. In hindsight, this advice only fueled Hunter’s ego, but it also slowed his progress.
In reality, asking for assistance is a strength. The most successful salespeople surround themselves with mentors and peers who provide guidance, support, and fresh perspectives.
Best Advice: “When the Buyer Says No, Get to Work”
Andy, a listener, shared the best sales advice he ever received: “When the buyer says no, the salesperson gets to work.” While this advice might seem counterintuitive, it encourages perseverance and resourcefulness. Instead of backing off, use the “no” as an opportunity to dig deeper and learn more about the customer’s needs.
Worst Advice: “Never Take No for an Answer”
Meridith shares how a previous sales manager told her to never take no for an answer. While persistence is important, chasing after business that isn’t the right fit can be a waste of time.
Salespeople should focus on quality opportunities that align with their strengths and the customer’s needs. Sometimes, hearing “no” is a sign to move on.
Best Advice: “Take Time to Listen to the Customer”
Mark Hunter recalls a pivotal moment when his boss told him he wasn’t going to succeed in sales until he truly listened to his customers. Listening is critical because it allows you to understand your customer’s pain points, goals, and needs.
Once you understand their world, you can position your product as the solution. Listening is the foundation of building trust and rapport with clients.
Best Advice: “Listen Far More Than You Talk”
John Wong shared the advice: “Listen far more than you talk.” Active listening leads to better insights and an opportunity to position yourself as a trusted advisor. By hearing the customer out, you’ll uncover natural closing opportunities and build a stronger connection that leads to better outcomes.
Worst Advice: “Build Rapport With Everyone”
Building rapport is often taught as a universal sales strategy, but Meridith Elliott Powell cautions that not every customer wants to engage in small talk. Understand the person you’re working with—some might prefer a quick, no-nonsense conversation, while others may enjoy deeper personal connections. Tailor your approach to the client’s preferences rather than following a one-size-fits-all method.
Worst Advice: “Ask the Client, ‘What Keeps You Up at Night?'”
Brynne Tillman highlighted a piece of bad advice she once received: “Ask the prospect what keeps you up at night.” This question often feels like a cliche and puts the prospect on the spot.
Instead, come prepared with insights about the customer’s pain points based on research. Don’t expect the prospect to do the work for you—guide the conversation by offering real value from the start.
Best Advice: “Overfill Your Pipeline”
Meridith Elliott Powell shares some of the best advice she ever got: “Overfill your pipeline so you’re never selling from a place of desperation.” Having a healthy pipeline means you’re not reliant on any single deal. This provides comfort and confidence in your sales approach, making you a more relaxed, effective salesperson.
Best Advice: “Sales Is About Helping, Not Just Selling”
Both Mark Hunter and Meridith Elliott Powell agree that one of the best pieces of sales advice is to shift your mindset from selling to serving. When you see sales as a way to help others, you become more empathetic and focused on solving problems rather than just closing deals. Customers can sense when you genuinely care about helping them, which builds long-term relationships.
Final Thoughts: Embrace Continuous Learning and Growth
Sales is an ever-evolving field, and the most successful professionals never stop learning. Surround yourself with mentors, continually refine your approach, and, most importantly, focus on building relationships. The advice shared here can guide you to becoming a more effective and authentic salesperson.
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