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17 Sales Tactics That Work For Any Industry

Featurewave has compiled a list of '17 effective sales tactics that work for any industry. We have gathered these proven sales tactics from the best in the business and actual sales resources.
Sales Tactics

Whether you aim to get better as a sales rep or want your team to fill their quota each month, the sales tactics we use daily contribute to you and your organization’s success.

As we move forward to 2024, most traditional selling tactics are vital to better sales. However, some need a twist to build relationships and close deals like a pro.

That is why Featurewave has compiled a list of ’17 Effective Sales Tactics That Work For Any Industry. We have gathered these proven sales tactics from the best in the business and actual sales resources.

1. Listen Actively Before Selling

Gone are the days when salespeople could rely on smooth-talking and flashy presentations. Today’s buyers do extensive research before sales conversations happen. They expect tailored solutions addressing their specific pain points.

This is where active listening becomes crucial. It builds trust by showing sincere interest in understanding a prospect’s frustrations.

The biggest sin during sales communication is interrupting or finishing prospect sentences. Instead, use encouraging cues like “Tell me more about that” or use nonverbal gestures to keep them sharing openly.

Without considering your next pitch, the focus should be entirely on what prospects say. Connect their issues to difficulties faced by your past clients in similar situations.

By acknowledging and responding to your customer-specific issues, you build trust. It also demonstrates that you’re not selling a product. Instead, you’re offering a solution to their problem. This empathy and understanding can increase the chances of a successful sale.

2. Use Tonality To Close More Deals

Today, canned enthusiasm and one-way product pitches no longer work. Savvy salespeople toggle between different conversational tones to stimulate two-way discussions with prospects.

This sales technique emphasises using different tones (like curious, confused, concerned, and challenging) to engage the prospect more effectively.

For example:

  • A curious tone includes strategic questions. This draws out more details on the prospect’s current challenges.
    When you express confusion about why generic solutions might fail, it piques interest in your specialised offering.
  • A concerned tone builds camaraderie. Therefore, you validate that their issues require urgent action.
  • A challenging tone can be a double-edged sword. Challenging customer’s problems might keep you both on the same page. However, it can quickly backfire if you oddly challenge their tactics and ethics.
  • Hence, using different tones in your sales pitch creates authentic engagement that makes prospects feel heard. It gives salespeople insights to position the right solution.

The goal with tonality is to let prospects ask about the next steps. This would mean less need for persistent convincing.

3. Focus First on Prospective Customer Problems

Traditionally, product features and benefits were good enough to close deals. Today’s buyers have high expectations for personalization and quick problem resolution from their providers.

Therefore, starting sales conversations with probing questions helps extract real needs and pain points. Hence, it’s beneficial, as this approach allows you to customise a solution according to their needs.

Most of the modern sales tactics resist defaulting to rehearsed product pitches. Instead, the best sales tactics, as mentioned above, rely on actively listening for cues about difficulties your customers can face.

On the other hand, focusing on your customer’s needs makes you a problem solver rather than a product pusher. This means you’re addressing the core issues of your customers, and at some point, you can pivot the discussion by explaining how your offering delivers the perfect solution.

4. Position Yourself as a Trusted Authority

In competitive industries, prospects engage with sales professionals they perceive as experts. They expect comprehensive product knowledge from your team and experience in overcoming their most significant challenges.

Four common ways to position yourself as an authority during sales are:

  • Building Relations: Establishing rapport and nurturing your relationship with the prospects immediately sets you as an authority.
  • Demonstrating Expertise: Show your knowledge and experience. Do heavy research before initial meetings. Discuss recent industry trends and share targeted statistics demonstrating your command of their niche issues.
  • Value and Education: Knowing your value proposition is critical. You know what is valuable to your prospects. You listened to their needs. When you get the chance to talk, share the value that your product and organization bring. It educates prospects about your organization.
  • Adaptability: Adapting to the prospect’s needs is necessary for modern sales. Adding a personal touch is also essential.

Presenting yourself as an authority helps new customers believe there’s no one better than you/your organization who can help them with their problems.

5. Convey Sharpness and Experience

You only have four seconds to make an impression. In this time, the prospect judges you and decides if you’re sharp, enthusiastic, and an expert in your field.

These initial perceptions heavily influence how the following sales conversion will happen.

Right from your introduction, you come across as energetic and relatable. Then, quickly pivot to business challenges. Share just enough backstory to help them recognize your success in supporting customers like them.

In every sale, you must exude confidence and be ready for knowledge grabs to guide the dialogue. This leads to sales conversions toward beneficial solutions.

6. Leverage Social Media for Qualified Leads

Social media has revolutionised how marketing and sales teams generate leads. It has also changed how they engage with potential customers. Platforms such as Facebook, Twitter, LinkedIn, and Instagram are integral to our daily lives. Hence, it has become essential for organizations to use social media to expand their sales strategies.

One of the key benefits of using social media for sales is the ability to generate qualified leads. Teams can identify potential customers interested in their products or services by engaging in conversations and interactions on social platforms.

Not to mention, regularly interacting with customers on social media builds solid relationships. It also creates a sense of community, unlike other marketing channels like cold emails and cold calls, where you’re an anonymous individual with no credibility.
Social media can help increase your company’s brand awareness and improve customer satisfaction and loyalty. Therefore resulting in a better deal closed.

Another advantage of using social media for sales is the ability to showcase thought leadership. Organizations can be industry experts by sharing valuable, insightful content on social platforms.

7. Leverage Sales Enablement

Sales enablement isn’t just about tools and resources, it’s a strategic imperative for forward-thinking sales organizations. It’s the roadmap to achieving seamless alignment between your sales and marketing teams, ultimately driving accelerated growth.

Consider Featurewave, our cutting-edge sales enablement platform, as an example. It goes beyond conventional enablement solutions by offering a strategic approach to empower your sales teams.

1. Contextual Guidance with AI Assistance: Featurewave equips your sales organization with real-time, AI-driven guidance. This isn’t just about boosting productivity, it’s a strategic move to improve the overall efficiency and effectiveness of your sales team.

2. Tailored Sales Plays: Our platform creates dynamic sales plays that align with your unique sales strategy. These plays aren’t just about interactions with prospects, they’re strategic tools designed to convey your strategy, address objections and earn trust.

3. Content Integration within CRM: Imagine having all your sales enablement functions seamlessly integrated into your CRM system, like Salesforce. This isn’t just about convenience, it’s a strategic advantage that streamlines workflows, reduces “swivel chairing” between applications, and enhances sales/customer interactions.

4. AI-Powered Training and Support: Say goodbye to the time-consuming process of coaching and training new reps. Featurewave offers AI-driven support that not only prepares them for every meeting, but can instantly answer your sales team’s questions during customer calls, making every interaction strategic and well-informed.

Featurewave isn’t just a sales enablement tool, it’s your strategic partner in achieving sales excellence. It transforms your sales strategy from a series of actions into a cohesive and dynamic plan for success.

8. Incentivize Current Clients with Offers

A highly effective sales tactic is to offer incentives to your existing clients. Indeed, keeping current customers is often easier and cheaper than getting new ones.

However, there is a possibility that your clients come across new problems that your product can solve. Or, you might have a new solution that they could benefit from.
One has to admit that nurturing relationships with top accounts using incentives and offering them new solutions is more accessible than chasing new logos.

To do this, one of your team needs to stay in close contact with your clients to maximise this sales tactic. It helps if you regularly review and audit your client communications. Identify any potential needs or pain points that may have arisen.

Following up consistently with valuable information and implementing new solutions to their new problems makes customers feel cared for. Hence, bundling your products or services to your existing customers is one way to gain more revenue.

9. Personalize Follow-Up Strategy

An essential sales activity that can significantly impact the success of your sales efforts is following up.

This effective sales tactic includes customizing messages across prospect multiple touchpoints. Follow-ups are done to demonstrate relevance, and in 2024, you need to balance messaging quantity with personalization.

Note: Follow-ups are pinned to one channel, and you reach your customers through cold calls, emails, and social media outreach.

A well-timed and relevant follow-up strategy can be the only thing you need to reach your quota. Consistent follow-up addressing your customer’s core challenges is what makes it relevant.

However, each follow-up should serve a specific purpose. It should provide value to the prospect instead of simply pitching your product and services. The best way to follow up is to show genuine interest in their needs and goals. Offer insights or resources to help them overcome the challenges.

10. Leverage Automation For Your Sales Process

Automation has become a game-changer in the sales industry. With the right tools and technologies, you can streamline your sales processes. You can also optimize them. This saves time and effort while increasing efficiency and effectiveness.

Today, you can automate most of your manual sales tasks using tools such as:

  1. CRM software that manages contacts, tracks interactions, and records sales activities. This tool can help you with email automation. You can set up automated workflows, nurture your leads, and follow up with leads. Our recommendation for a CRM is ‘Salesforce.’
  2. A multi-channel outreach tool for sales organizations. This tool should help your team reach prospects via email, phone, SMS, and social media to diversify your outreach process.
  3. An E-signature tool that helps businesses manage their client contracts. This tool helps cut down the time spent on creating contract documents and manages the whole contract workflow.
  4. Account-based marketing (ABM) tool to target high-value customers. It’s used to run customized campaigns for such clients. ABM tools are also integrated with marketing and sales departments. They identify target existing customers and offer the best customer experience (Demandbase).
  5. A sales intelligence platform leverages tech to collect information, which helps the sales team make informed decisions for their sales.
  6. A customer success tool that simply helps organizations meet customer needs and expectations. Hence, it is great for building good customer relationships (Catalyst)
  7. Sales enablement tools like Featurewave, where we help sales teams eliminate their ramp time and level up their sales game. Our tool provides access to comprehensive training materials. It also offers sales scripts, playbooks, and interactive resources. These are all integrated with AI. Hence, it enables organizations to learn and apply proven sales practices quickly.

11. Share Case Studies and Customer Journeys

One effective way to build credibility is to share case studies. This showcases the value of your products or services. You can also share customer testimonials. These stories provide tangible evidence of the impact and benefits your solution can deliver to your customers.

Using Featurewave’s always up-to-date repository, you can access relevant case studies and resources to help you showcase why you’re better than your competitors. All this can have a significant impact when closing a deal.

Always be vocal about your success stories, testimonials, and detailed accounts. Highlight your client’s challenges, the solutions you provided, and the outcomes they achieved.

By sharing real-life examples, you can inspire confidence and trust in prospects. This includes everyone who is in your sales cycle. Such communication, in particular, provides social proof.

However, include relevant data, such as cost savings, increased revenue, or improved productivity. Focus on the exact challenges your prospects are facing.

Once you show how you dealt with them for other clients, it improves your chances significantly to close the deal.

12. Ask For a Referral

It is said that referred customers bring you a 25% higher profit margin. Also, they are 18% more loyal than customers acquired by other means. Hence, referrals from your existing customers are among the most underrated sales tactics to level up your game.

Since your customers have firsthand experience with your product or service, they can vouch for its quality and effectiveness. You can tap into their peer network and connect with potential customers by asking for referrals. The best part is that you can close such leads with fewer hurdles.

However, offer incentives or rewards for each referral instead of asking your existing customer for a referral. This will motivate them to make new introductions.

To maximize your chances of receiving quality referrals:
Provide your existing customers with the tools and resources they need. This will make the process as easy as possible.
Thank your customers for their referrals.
Keep them updated on the progress and outcome of any referrals they provide.

13. Make It a Partnership, Not a Purchase

Instead of viewing a sale transaction as a one-time purchase, aim to build long-term customer relationships. These relationships should be based on trust, collaboration, and mutual success. Hence, this is where forming partnerships makes sense rather than making a sale.

You create a shared responsibility and purpose by positioning your company as a partner. This means genuinely listening to your customer’s needs and goals. Then, work together to find solutions that meet their specific requirements.

The important part is not to over-promise at the outset. Ensure you can consistently meet or exceed their expectations, which can lead to repeat sales. It also opens up opportunities for upselling, cross-selling, and referrals.

Building partnerships also means being transparent and honest in your interactions with customers. Be upfront if you cannot deliver on a promise or meet their expectations. Be accountable or offer alternative solutions. This showcases your commitment to their success for a long-lasting partnership.

14. Connect with Warm Contacts

We all know warm leads > cold leads regarding sales and prospecting.

Warm contacts are the ones who have already shown interest or engaged with your brand or product. This could be through attending a webinar, downloading a resource, or interacting with your content on social media.

As a sales organization, you must use suitable systems and tools that can help you connect effectively with warm contacts. Once connected with a warm lead, acknowledge their previous engagement or interaction. Reference the specific activity they participated in or the content they engaged with. This helps with personalization and builds rapport from the start.

When contacting warm contacts, be genuine and focused on providing value. Listen actively to their needs or pain points and offer insights, resources, or solutions to address their challenges.

15. Give Value To Your Customers and Increase Sales

Sales is always about providing value. Assuming any sales tactics and strategies without a value proposition is hard.

You can share educational content, personalized recommendations, or tailored solutions to provide value to your prospects and customers.

One effective way to give value is through personalized educational content. You can create blog posts, videos, webinars, or ebooks by understanding the target’s specific needs and preferences. These content types should address their unique challenges and provide actionable insights and practical tips.

Giving value demonstrates your commitment to finding the right solution for your customers. By sharing your knowledge and expertise, you position yourself as an authority.

To provide value, it’s a play where your marketing and sales team must communicate. They must identify particular pain points that cater to a given set of customers.

16. Straightforward recommendations (Alex Hormozi Method)

When recommending your prospects, honesty and intent should be your guiding principles. Instead of trying to manipulate or persuade your prospects into selling, focus on providing straightforward recommendations. Base them on your expertise and the unique needs of your prospects.

In his YouTube video, Alex Hermozi shares that he used to recommend his competitor products to his customers. His recommendation led to his customers believing in him and trusting him more. Once his customers started listening to his advice, it became easy for him to make sales for his premium products.

You can implement this exact selling tactic in your organization.Openly suggest alternatives to your low-margin products or solutions to your customers. Once you instill the belief in your customers, pitch them your premium product or service later.

17. Use deadlines (Scarcity is attractive)

Deadlines are one effective selling tactic. While using deadlines, it’s essential to communicate your product’s or service’s value and benefits. To use this sales tactic, clearly highlight the limited availability or timeframe.

Emphasise the potential negative consequences of not taking action within the specified timeframe. For example, you can share a discounted invoice with an expiry date.

According to psychology, scarce things are attractive, and it is even more true when people know the value they can bring. Hence, to tap into the fear of losing valuable opportunities, positioning your offer as limited or exclusive creates a sense of urgency. Not to mention, it also increases the perceived value.

Wrap Up

The strategies and tactics outlined in this blog post represent a roadmap to success in modern sales. By actively listening, adapting tonality, focusing on customer needs, and positioning yourself as an authority, you can build trust and close deals faster.

Featurewave’s solutions are designed to complement and enhance the strategies discussed here, streamlining your sales process and improving efficiency.

Imagine a future where your sales team consistently exceeds quotas, builds lasting customer relationships, and drives revenue growth. This future is within reach, and we’re here to support you every step of the way.

Ready to take your sales game to the next level? Explore Featurewave’s solutions, request a demo, or reach out to our team today. Your success story begins here.

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