How to Increase Sales Without Losing Your Soul (or Your Sanity)

Let’s face it – sales isn’t for the faint of heart. It’s the only profession where you can get told “NO” more times in a day than a toddler with a permanent marker or a dog trying to eat something nasty off the street. (Is MY dog is the only one who does that???)

But increasing sales doesn’t have to mean working longer hours, becoming a LinkedIn spammer, or pretending to be someone you’re not.

Here’s how the real pros do it – without selling their souls (or testing their prospect’s patience):

1. Start by Listening. Like, Actually & ACTIVELY Listening.

Too many salespeople treat discovery calls like an open mic night for their pitch. Newsflash: your prospect doesn’t care about your features until they feel understood. Ask thoughtful questions. Then SHUT UP. The silence may feel awkward – but so does losing deals. Silence is often your best tool in sales.

2. Follow Up Relentlessly (Without Being a Stage-5 Clinger).

80% of deals close after 5 or more touches. But most reps give up after 2. Be politely persistent. Respectful. Not whiny or begging. Add value in each follow-up communication. Your follow-ups should feel like reminders from a helpful friend, not a collection agency with a cocaine problem.

3. Stop “Closing.” Start Serving.

The best salespeople aren’t closers – they’re consultants with a quota. If your pitch sounds like a hostage negotiation, you’ve lost. Today’s buyer wants a guide, not a gladiator. Your job is to ask great questions, listen to the answers, and base suggestions on your ability to help your prospect…save time, save money, be more efficient, more effective, more productive.

4. Master the First 10 Seconds.

Whether it’s a cold call, email, or LinkedIn message, if you don’t grab attention fast, you’re toast. Lead with a hook. Mention a specific problem you know they’re likely struggling with. e.g. – “Hi Sue, a lot of the VPs of Sales I’m speaking with are telling me their sales cycle is way to long. At Jeff Goldberg & Associates we help organizations, just like yours, to shorten their sales cycle.”

5. Be a Freakin’ Human.

Nobody likes talking to a walking brochure. Be personable. Be real. Be vulnerable. Be transparent (thanks and a tip of the hat to my friend, Todd Caponi, author of The Transparency Sale).

Throw in a little appropriate humor if that’s a strength of yours. (If it works for me, it can work for you. And I’ve made a living teaching people how to sell and making them laugh. Sometimes even on purpose.)

Bottom line: You don’t need to hustle harder. Okay, you MAY need to hustle harder but you most likely need to sell smarter. Listen better, follow up like a pro, solve problems, and show up as your authentic self. That’s how you increase sales – and maybe even enjoy the ride.

Now get out there and sell like you mean it. And if you need help, you know a guy. 😉