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1. Drop the excitement.

This sales secret runs counter to what most salespeople have been taught, but showing excitement during a sales conversation actually drives prospects away.

Think about it: Prospects are used to salespeople with tons of enthusiasm and tons of excitement. So when we show excitement, it automatically puts us in the bucket with the majority of other sales reps out there.

Instead, we want to stand out from the crowd. The best way to do that is to start acting less like an excited salesperson and more like a good doctor.

How would a good doctor engage in a valuable conversation with a patient? Well, first, they’d try their best to understand what’s really going on with the patient, right? That’s exactly what you should do.

2. Probing is for amateurs.

A sales pro is going to be asking a series of questions that are building value in the process, and they're all working through one flow.

So it's not like they're over here and then they're over there, and then they're over here again, and then back here and then they're right there instead of asking a consistent set of questions that are going to build value ultimately, and they know what those questions are ahead of time.

3. Challenge your prospects.

I always think back to that old school adage that the customer's always right or the client is always right we so often extrapolate that to a sales conversation as well. The reality is that your prospects are not always right. They're usually quite often wrong. When you ask a prospect about their key challenges so often they're going to come to you with a challenge. It's your job as a highlevel professional salesperson to challenge your prospects to call them out.

4. Live in data.

This is something that is transforming selling and just the past few years the amount of data that we can get on our prospects before we ever even talked to them before we ever even interact with them.

5. Getting a no.

No is not bad. So many salespeople are spending their entire careers trying to avoid the no and what they ultimately get are a lot more.

6. Be a peer, not a servant.

This is so important; your prospects don't want to be served. They don't want a servant. Think like a peer, not a servant be willing to do whatever it takes to look at them eyeballtoeyeball without being nervous.

7. If they don't schedule the next step, you have nothing.

You have nothing if a prospect is unwilling to schedule a clear next step. You have nothing. It's so wild to me how this still is such a pervasive issue in sales. The top performers I know are absolute maniacs about always scheduling clear next steps.