These 21 foolproof sales tips will help you close deals faster and make tons of money

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wolf of wall streetSales is hard. Some people say it’s more art than science.

Selling can get especially tricky in today’s tech environment, where things change so fast.

To help you master the art of selling, Salesforce recently published an e-book called “100 Sales Tips for 2016.”

We put together 21 of the best tips from the book

 

“Higher the risk, higher the payoff. That’s just how life works. So go big or go home.” —Mia Dand; CEO, Lighthouse3

"Higher the risk, higher the payoff. That's just how life works. So go big or go home." —Mia Dand; CEO, Lighthouse3

Frank Franklin III/AP

“Prepare more questions. Salespeople spend too much time preparing what they want to say to a customer and not enough time thinking of the questions they should ask. The best sales presentations are the ones never given, because the salesperson and the customer are having a discussion around the questions being asked.” —Mark Hunter; The Sales Hunter

"Prepare more questions. Salespeople spend too much time preparing what they want to say to a customer and not enough time thinking of the questions they should ask. The best sales presentations are the ones never given, because the salesperson and the customer are having a discussion around the questions being asked." —Mark Hunter; The Sales Hunter

db Photography | Demi-Brooke/Flickr

“Incorporate video into your sales pitch. Try not to go slide by slide in a monotone fashion. Instead, walk around the room and engage your audience, then interject videos to explain valid points. Consider making a video about how you can help the company you’re pitching and interview multiple team members.” —Yaniv Masjedi; VP of marketing, Nextiva

"Incorporate video into your sales pitch. Try not to go slide by slide in a monotone fashion. Instead, walk around the room and engage your audience, then interject videos to explain valid points. Consider making a video about how you can help the company you’re pitching and interview multiple team members." —Yaniv Masjedi; VP of marketing, Nextiva

David Gardiner/Flickr

“Always give a discount to someone who tends to bargain. Customer acquisition cost: a bit higher. Customer ego boost: priceless.” —Rohan Ayyar; marketing expert and columnist

"Always give a discount to someone who tends to bargain. Customer acquisition cost: a bit higher. Customer ego boost: priceless." —Rohan Ayyar; marketing expert and columnist

xcode / Flickr

“Use their language, terminology, corporate colors, font, and imagery to truly personalize your message. Never use your corporate deck.” —Paul Walker; principal solution engineer, Salesforce

"Use their language, terminology, corporate colors, font, and imagery to truly personalize your message. Never use your corporate deck." —Paul Walker; principal solution engineer, Salesforce

Thomson Reuters

“Make friends with their friends (read: gatekeepers). Even the busiest decision maker can’t resist a personal recommendation.” —Rohan Ayyar; marketing expert and columnist

"Make friends with their friends (read: gatekeepers). Even the busiest decision maker can't resist a personal recommendation." —Rohan Ayyar; marketing expert and columnist

Chris Haston/NBC

“Apologize for your mistakes. Make things better. 
Your customers won’t remember the mistakes as much as they’ll remember what you do next.” —Matt Heinz; president,
 Heinz Marketing

"Apologize for your mistakes. Make things better. 
Your customers won't remember the mistakes as much as they'll remember what you do next." —Matt Heinz; president,
 Heinz Marketing

Leyram Odacrem/flickr

“Make friends with your marketing team! Work with them to establish the definition of a qualified lead. This will ensure that you only get assigned genuine, workable prospects.” —Phil Simpson; regional sales manager, Salesforce

"Make friends with your marketing team! Work with them to establish the definition of a qualified lead. This will ensure that you only get assigned genuine, workable prospects." —Phil Simpson; regional sales manager, Salesforce

Juhan Sonin/flickr

“Certain words and phrases simply have magical powers. The word ‘because’ is one of them. In a sentence, the conjunctive ‘because’ triggers the listener’s brain to say, ‘Oh, the thing I’m going to hear after this word will be a justification for the thing I heard before it,’ and the magical way this word works can be a formidable ally in your sales efforts!” —David Priemer; VP of sales, Salesforce

"Certain words and phrases simply have magical powers. The word 'because' is one of them. In a sentence, the conjunctive 'because' triggers the listener's brain to say, 'Oh, the thing I'm going to hear after this word will be a justification for the thing I heard before it,' and the magical way this word works can be a formidable ally in your sales efforts!" —David Priemer; VP of sales, Salesforce

Flickr/PhotoAtelier

“Multitasking is
 completely overrated as a skill. In fact, I believe that multitasking is simply an opportunity
to mess up 
many things simultaneously. The key to
 success in a sales environment overflowing with opportunity 
is rigorous prioritization.” —Nick Hedges; CEO and president, Velocify

"Multitasking is
 completely overrated as a skill. In fact, I believe that multitasking is simply an opportunity
to mess up 
many things simultaneously. The key to
 success in a sales environment overflowing with opportunity 
is rigorous prioritization." —Nick Hedges; CEO and president, Velocify

Flickr/David Goehring

“Often times after I sell an initial deal, I ask the customer to a ‘thank you’ lunch or a coffee date. Once the deal is done, I find that the pressure is off and it’s easier to build rapport and get the customer to open up about long-term goals.” —Jessica Medeiros; account executive (SMB), Salesforce

"Often times after I sell an initial deal, I ask the customer to a 'thank you' lunch or a coffee date. Once the deal is done, I find that the pressure is off and it’s easier to build rapport and get the customer to open up about long-term goals." —Jessica Medeiros; account executive (SMB), Salesforce

Nate Grigg/flickr

“For those who 
sell to people
 with different backgrounds, listen more and talk less. Keep asking why till you understand what’s really driving change in the business.” —Tarun Pant; commercial-account executive, marketing cloud, Salesforce

"For those who 
sell to people
 with different backgrounds, listen more and talk less. Keep asking why till you understand what's really driving change in the business." —Tarun Pant; commercial-account executive, marketing cloud, Salesforce

Flickr: Daniela Vladimirova

“If you can get them to laugh, you’ll be in good shape!” —Elizabeth Ostby; account executive, Salesforce

"If you can get them to laugh, you'll be in good shape!" —Elizabeth Ostby; account executive, Salesforce

Flickr / Craig Cochrane

“When you are busy, don’t let 
an email from 
a customer/prospect go hours or days until you respond. Take 15 seconds to acknowledge 
their email and 
let them know that you intend to respond within ‘X’ timeframe.” —Bernard Sullivan; enterprise-account executive, Salesforce

"When you are busy, don't let 
an email from 
a customer/prospect go hours or days until you respond. Take 15 seconds to acknowledge 
their email and 
let them know that you intend to respond within 'X' timeframe." —Bernard Sullivan; enterprise-account executive, Salesforce

YouTube/ThamesTv

“Before any conversation, always know what your customer does and how they make money. You will discredit yourself very quickly if you
 sit down with a CEO and don’t understand how their business works.” —Emily Markenson; account executive (MM), Salesforce

"Before any conversation, always know what your customer does and how they make money. You will discredit yourself very quickly if you
 sit down with a CEO and don't understand how their business works." —Emily Markenson; account executive (MM), Salesforce

Thomas Lohnes/Stringer/Getty Images

“Forget lunch or beer. Undergo an active experience with your customer.” —Rohan Ayyar; marketing expert and columnist

"Forget lunch or beer. Undergo an active experience with your customer." —Rohan Ayyar; marketing expert and columnist

Lucy Nicholson/Reuters

“First show the customer where they’re saving money and how much. Then cross-sell a product that costs about the same.” —Rohan Ayyar; marketing expert and columnist

"First show the customer where they're saving money and how much. Then cross-sell a product that costs about the same." —Rohan Ayyar; marketing expert and columnist

Flickr / Ken Teegardin

“As sales professionals, we should be focused on adding value to our customers at every interaction in advance of
 any ask. For example, instead of pinging your prospects with
 the all-too-familiar ‘just checking in’ emails or phone calls, why not send them an article or business book you feel they’d enjoy?” —David Priemer; VP of sales, Salesforce

"As sales professionals, we should be focused on adding value to our customers at every interaction in advance of
 any ask. For example, instead of pinging your prospects with
 the all-too-familiar 'just checking in' emails or phone calls, why not send them an article or business book you feel they'd enjoy?" —David Priemer; VP of sales, Salesforce

Thomson Reuters

“Sales performance metrics aren’t just for managers — they’re for reps, too. Give your team the ability to see their personal real-time quota attainment, sales activity
and efficiency analytics, and their desire to visualize crushing their goal metrics will be 
the only form of gamification they’ll ever need.” —William Tyree; chief marketing officer, RingDNA

"Sales performance metrics aren't just for managers — they're for reps, too. Give your team the ability to see their personal real-time quota attainment, sales activity
and efficiency analytics, and their desire to visualize crushing their goal metrics will be 
the only form of gamification they’ll ever need." —William Tyree; chief marketing officer, RingDNA

Flickr/Joi Ito

“Quick question…How skilled are you at storytelling? Or better yet, when was the last time you told a great story? It could have 
been to a group of friends, to coworkers, to
 your children, to anybody really. Being a good storyteller is the secret-sauce skill that will help you win more friends, influence more prospects, and have a lot more fun in work and life. A well-told personal story breaks down barriers, engages your audience, humanizes you as a speaker, and can take your sales presentations to the next level. So again, the question remains: How skilled are you at storytelling?” —Mark Raymo; SMB strategic-account executive, Salesforce

"Quick question...How skilled are you at storytelling? Or better yet, when was the last time you told a great story? It could have 
been to a group of friends, to coworkers, to
 your children, to anybody really. Being a good storyteller is the secret-sauce skill that will help you win more friends, influence more prospects, and have a lot more fun in work and life. A well-told personal story breaks down barriers, engages your audience, humanizes you as a speaker, and can take your sales presentations to the next level. So again, the question remains: How skilled are you at storytelling?" —Mark Raymo; SMB strategic-account executive, Salesforce

Flickr/liz west

“Tech for tech’s sake doesn’t help you win deals. Tech that makes you faster, smarter, more effective, more efficient — that’s the tech you need.” —Matt Heinz; president, Heinz Marketing

"Tech for tech's sake doesn't help you win deals. Tech that makes you faster, smarter, more effective, more efficient — that's the tech you need." —Matt Heinz; president, Heinz Marketing

Matt Weinberger

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