If there’s one skill that quietly shapes nearly every successful career, it’s how to be a good salesperson — and trust me, it’s a lot more human than Hollywood movies make it seem.
I still remember the day I realised how deeply sales impact everyday life. It wasn’t in a corporate office. It was when a friend convinced me to volunteer at a charity event, persuading dozens of skeptical people to donate by simply telling stories. There were no stern pitches or desperate pleas. There was only empathy, connection, and confidence.
It made me curious. Why do some people make selling look effortless, while others struggle?
According to Salesforce’s State of Sales Report (5th Edition), 79% of business buyers say a salesperson must act as a trusted advisor rather than just a product pusher.
(Source: Salesforce Research, 2023)
That insight stuck with me because whether you’re selling real estate, software, fashion, an idea, or even yourself during a job interview, mastering how to be a good salesperson is a life-changing advantage.
Let’s break it down into practical, relatable steps you can actually use — whether you’re in business, healthcare, education, tech, or your own personal brand.
What Does It Really Mean to Be a Good Salesperson?
Being a good salesperson isn’t about pressure tactics or memorising a slick script. It’s about creating trust, offering value, and guiding people to make the best decision for their needs, even if that decision isn’t your product occasionally.
Good salespeople are
- Listeners first, talkers second
- Genuinely curious about their customers
- Comfortable with rejection
- Focused on relationships, not transactions
- Adaptable to different types of people
I realised this firsthand during a consulting project:
A client of mine, a small eco-friendly skincare brand, wasn’t closing many sales. Once they shifted from “Buy this lotion because it’s great!” to “Let’s find the right product for your skin journey,” their conversion rate jumped by 23% in just two months.
Why Is Sales Important in Every Profession?
Even if you don’t carry a “Salesperson” title, you’re selling all the time:
- Teachers sell ideas to students.
- Doctors sell health advice to patients.
- Marketers sell stories to audiences.
- Managers sell visions to their teams.
- Entrepreneurs sell themselves to investors and customers.
A survey by HubSpot Research found that 60% of people believe that sales skills are critical to professional success, even outside traditional sales roles.
(Source: HubSpot Research, 2022)
When I pitched a content marketing project to a skeptical client once, it wasn’t the metrics or promises that won them over. It was framing their pain points back to them and walking through how we’d solve them step-by-step. In that moment, I wasn’t a salesperson — I was a partner.
What Skills Do You Need to Be a Good Salesperson?
If you want to get better at selling (and trust me, anyone can), you need to sharpen a few specific skills:
#1. Active Listening
Listening is a crucial tool. It’s not just about nodding; it’s about actually listening to what the person is saying, how they’re saying it, and what they’re not saying.
After a prospect talks, wait 2 seconds before replying. It shows you’re thinking, not just reacting.
#2. Empathy
It is important to focus on addressing their genuine concerns, rather than solely considering financial aspects.
A 2023 LinkedIn State of Sales report revealed that 82% of top-performing salespeople describe themselves as very empathetic.
(Source: LinkedIn, State of Sales 2023)
#3. Clear Communication
Please explain ideas clearly and avoid using jargon. If your grandmother finds your pitch difficult to understand, it may be too complex.
#4. Product Knowledge
Understanding your offer thoroughly is the key to gaining confidence. Know the FAQs, the objections, and — importantly — when your product doesn’t fit.
#5. Resilience
Rejection is not personal. It’s redirection.
Research from Brevet shows that 80% of sales require at least five follow-up calls after the initial meeting, but 44% of salespeople give up after one.
(Source: Brevet Group)
Early in my career, I lost three big deals back-to-back. I almost gave up, but staying consistent led to a breakthrough client that changed everything. Grit matters.
How Can You Build Trust with Customers?
Trust is the ultimate currency in sales. Without it, nothing else matters. Here’s how I build trust:
- Be human, not a robot: I share real stories, struggles, and lessons.
- Give first, sell later: I often offer tips, tools, or insights before asking for anything.
- Stay consistent: If I promise to call at 2 PM, I call at 2 PM — even if it’s just to say, “I’m still working on it.”
How Should You Handle Rejection in Sales?
Rejection can be painful, particularly if you associate your self-worth with specific results.
Each “no” teaches you something.
Here’s how I handle it:
- Detach emotionally: Their rejection stems from their circumstances, not your personal worth.
- Ask for feedback: “I completely respect your decision. Just out of curiosity, was there anything that made you hesitate?”
- Review and adjust: After every major rejection, I reflect and ask myself, Was my messaging effective? My timing? My targeting?
How to Practice and Improve Your Sales Skills Daily
You don’t need a sales job to practice how to be a good salesperson. Here’s how I hone my skills every day:
- Micro-sell: Convince a friend why they should try a new restaurant without sounding pushy.
- Role-play: Practice sales conversations with a trusted friend and swap feedback.
- Record yourself: Practice explaining your offer or product simply — listen back and note where you ramble.
- Read: Books like “Sell It Like Serhant” by Ryan Serhant and “To Sell is Human” by Daniel Pink have shaped how I view ethical selling.
- Reflect: After any conversation, ask yourself: Did I listen more than I spoke? Did I guide or did I push?
How Top Salespeople Stay Ahead
If you want to be not just excellent but exceptional at sales, here’s what I’ve noticed top performers consistently do:
#1. Stay Curious
They’re always learning about new industries, psychological tricks, buyer behavior patterns, and market trends.
Curiosity keeps conversations fresh and yours relevant.
I personally set a goal of learning one new sales idea or technique every week, whether from a podcast, book, or a quick YouTube talk.
#2. Personalise Every Interaction
Top salespeople don’t blast the same pitch to everyone.
They customise their conversations based on each customer’s life, goals, or challenges.
Even tiny personalisation (“I saw you recently launched a new product!”) can make people lean in.
Once, I secured a coaching contract simply because I referenced the client’s latest award win during the first call — they said no other agency even bothered to mention it. That tiny act of recognition built instant rapport.
#3. Master the Art of Storytelling
Facts tell. Stories sell.
Good salespeople weave real customer stories into their presentations to make the benefits feel real.
Example of a bland pitch:
“Our mattress is ergonomic and supportive.”
Here’s an example of a storytelling pitch:
“One of our customers told me they slept through the night pain-free for the first time in five years after switching to our mattress.”
Which one are you more likely to remember?
#4. Use Silence Strategically
Here’s a tip that most people overlook: once you pose a compelling question, remain silent.
Let the silence hang a little. It creates space for real emotions and truths to surface.
I once asked a prospect, “What’s the most significant change you want to see after solving this?”
I remained silent for six seconds, during which time they opened up about hidden pain points they hadn’t planned to share.
#5. Follow Up (Even When It Feels Hopeless)
One of my golden rules:
If you believe your solution is genuinely valuable, it’s your responsibility to follow up — not harassment, but service.
Sometimes, life gets in the way of prospects: holidays, emergencies, job changes.
Following up with kindness and consistency 10 days later could potentially reopen a door you previously thought was permanently closed.
Inspirational Quotes About Sales That I Live By
Sometimes, just hearing the right sentence at the right moment can change your mindset.
Here are a few quotes that have fueled my journey:
- “Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” — W. Clement Stone
- “Stop selling. Start helping.” — Zig Ziglar
- “Make a customer, not a sale.” — Katherine Barchetti
- “Success in sales is the result of discipline, dedication, and hard work.” — Grant Cardone
I keep these printed on my desk as reminders that sales isn’t about trickery. It’s about service, humanity, and growth.
Common Mistakes That Bad Salespeople Make (And How to Avoid Them)
#1. Talking Too Much
Remember: Sales isn’t about the salesperson. It’s about the buyer’s story.
#2. Overselling
If you’re still talking after they’ve decided, you’re risking the sale.
#3. Ignoring Red Flags
If your product truly isn’t suitable for someone, please let them know. People respect honesty.
#4. Rushing Trust
Trust takes time. Rushing it feels desperate.
#5. Neglecting Follow-Up
A poor pitch does not lose most sales, but a lack of follow-up does.
(Source: Invesp CRO, 2022)
Whenever I don’t feel like following up, I remember: the person might be busy, not disinterested.
How to Handle Price Objections Without Losing the Sale
Price is one of the most common roadblocks in sales conversations. However, I’ve discovered through experience that when individuals say, “It’s too expensive,” they rarely refer solely to the cost.
Often, it means
- “I’m not sure the effort is worth it.”
- “I’m not clear on the value.”
- “I don’t fully trust you yet.”
How I Respond:
Instead of lowering the price immediately, I say:
“Can I ask what you were hoping to spend — and what you’d like to see in return for that investment?”
That question does two things:
- It makes them feel heard.
- It opens a conversation about value instead of price.
Example:
When I was selling a content strategy package, a client hesitated at $1,200/month. I didn’t push. Instead, I showed them exactly what they’d get — more visibility, better conversions, and clarity on messaging.
They signed up the next day.
How to Sell Without Sounding “Salesy”
We’ve all been on the receiving end of those awkward, robotic pitches. You can almost feel the desperation through the screen. Your potential client can feel it too.
The key is to shift your mindset from selling to serving.
Here’s how I keep my approach natural:
- I ask more than I talk.
- I use real examples, not buzzwords.
- I mirror the customer’s language, not corporate jargon.
- I admit when something isn’t a fit and refer them elsewhere if needed.
Quick tip: When in doubt, ask yourself:
Would I say those words in a conversation with a friend?
Authenticity sells far more than a perfect script.
What Tools Can Help You Become a Better Salesperson?
In today’s world, being a good salesperson isn’t just about charm — it’s about using the right tools to track, follow up, and stay efficient.
Here are some tools I’ve personally used and recommend:
#1. CRM Systems (Customer Relationship Management)
- HubSpot CRM – Great free option for managing leads, reminders, and communication.
- Pipedrive – Visual pipeline, easy follow-ups.
#2. Sales Enablement Tools
- Loom – Send personalised video pitches.
- Calendly – Makes scheduling frictionless.
- Otter.ai – Transcribe and review sales calls for improvement.
#3. Sales Training Platforms
- LinkedIn Learning – Bite-sized sales courses.
- MasterClass with Daniel Pink – In-depth psychology of sales.
- Close.io Blog – Practical sales tactics from experts.
Having a process, not just a personality, gives you an edge.
The best salespeople I know use tech to stay consistent, not just reactive.
Key Takeaways
- Listening beats talking every time.
- Trust grows slowly — nurture it genuinely.
- Empathy sells more than pushiness ever will.
- Resilience is non-negotiable — rejection is feedback, not failure.
- Adaptability wins — every customer is a new adventure, not a copy-paste formula.
Conclusion
Learning how to be a successful salesperson changed not just how I work, but also how I relate to people, how I communicate, and how I help others.
It’s not about pushing products. It’s about building bridges, understanding needs, offering solutions, and respecting choices.
Whether you’re closing million-dollar deals, pitching your startup idea, selling your freelance services, or simply trying to get your kid to eat more broccoli, sales skills are life skills.
If honing your sales skills could unlock unimaginable opportunities, why not begin today?
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- Why Bandwagon Advertising Works: Tapping into Group Mentality to Boost Sales
- How to Use Product Storytelling to Connect with Customers and Increase Sales
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