Ten Power-Selling Tactics and Techniques

1. Focus on Building Relationships, Not Just Making Sales

Many salespeople fall into the trap of only contacting clients when they need something — like making a sale. This approach damages trust. People dislike being treated like a transaction. The author emphasizes that strong, lasting relationships are the key to long-term success in sales.

To achieve this, salespeople should regularly engage with clients in a non-sales way. This can include:

• Sending newsletters or personalized emails.
• Writing helpful blog posts.
• Organizing events like seminars or workshops.
• Hosting regular meetings, even with past or potential clients.

By building a relationship first, sales become a natural result of trust and familiarity. The key is to provide value without expecting an immediate return. Networking should be ongoing and genuine, not just a tactic used when business is slow.

2. Generate Positive Publicity for Yourself and Your Company

The more well-known and positively regarded you are, the easier it becomes to generate interest and close deals. Instead of just focusing on direct outreach, make efforts to become a recognized name in your industry or community.

This can be done by:

• Starting a business blog.
• Creating a community-focused blog.
• Writing articles for trade publications.
• Sending press releases about achievements, events, or milestones.
• Actively participating in community service or professional organizations.

Doing good work publicly — and being visible while doing it — leads to what the author calls “positive buzz.” When people see you as a helpful, engaged professional, they are more likely to trust and work with you.

3. Practice the “Hour of Power”

The “Hour of Power” is a simple but powerful idea: set aside one uninterrupted hour each day to call 100 people from your contact list. Importantly, these calls are not for selling. They’re for checking in, staying top of mind, and maintaining relationships.

Here’s how to make the Hour of Power work:

1. Select 100 contacts from your network (clients, colleagues, partners, etc.).
2. Think of something friendly or light to say — no sales pitch.
3. Inform your office not to disturb you during this hour.
4. Make your calls, and track how many you complete daily.

Even starting with 10–25 calls a day can be effective, but the author suggests building up to 100. The purpose is simple: stay connected with your network so that when people need your services, you’re the first person they think of.

4. Work Your Way to the Decision Maker

In many businesses, salespeople are stopped by gatekeepers — receptionists, assistants, or lower-level staff — before reaching someone who can actually make a buying decision. The author shares a clever strategy to bypass these barriers.

He begins his call with a confident introduction, saying something like, “Hi! This is Ralph Roberts!” even if the recipient doesn’t know him. The assertiveness and tone make people pause and often feel they should know who he is, which opens the door for continued conversation. Once rapport is built, he gently acknowledges that they might not recognize him and then asks to speak to the person in charge.

Confidence and tone are key here. Speaking like you belong can often get you past the initial defenses and straight to the people who matter.

5. Be Yourself

Authenticity is critical in sales. Before a customer will buy what you’re offering, they have to buy into you as a person. This means being genuine. Don’t try to act in a way you think others want — it’s exhausting and unsustainable.

While it’s good to bring energy and enthusiasm, make sure it’s still you. People can sense when someone is being fake, and that kills trust. Some prospects won’t connect with your personality — and that’s okay. Not every customer is the right fit, and pretending to be someone else to please others rarely works in the long term.

6. Focus on the End Goal, Not Just the Process

Many salespeople get stuck planning and analyzing instead of acting. They want to figure everything out before taking a step, but this often leads to inaction. The author compares this to learning how to ride a bike — focusing too much on balance prevents forward motion.

The solution is to keep your eyes on the goal and take consistent steps toward it. You don’t need to have every detail figured out right away. Start moving forward, and the process will unfold along the way. Success comes from action, not overthinking.

7. Categorize Your Customers

Not all customers are created equal. To manage time and energy effectively, salespeople should divide their clients into categories:

• A Customers: Most valuable, highest-paying, or most loyal. These deserve your full attention.
• B Customers: High-potential clients who could become A-level with nurturing.
• C Customers: Promising but not urgent. Still worth following up with, but less frequently.
• D Customers: Clients who drain time and energy with little return. Consider letting these go or referring them elsewhere.

Make a list of your top 5, 25, and 100 customers and assign them to these categories. Then focus your energy accordingly — spend more time on A and B clients, while limiting investment in D clients. This helps ensure you're spending your time where it’s most valuable.

8. Ask for Referrals

Happy clients are often willing to refer others — they just need to be asked. The best time to request a referral is when a customer thanks you or expresses appreciation. Instead of just saying “you’re welcome,” give them a clear way to show their gratitude.

Some simple methods include:

• Giving them extra business cards to hand out.
• Asking for names and contact information of a few people they know.
• Offering a small reward or discount in exchange for referrals.

Follow up if they don’t have names right away. Even one referral can open the door to many more. This method grows your network organically, based on trust and proven satisfaction.

9. Stay with Your Job — Don’t Jump Too Quickly

It’s tempting to switch companies when things aren’t going well, but the author advises against frequent job hopping. Often, people see success after switching jobs not because the new place is better, but because they go back to basics during the transition.

Instead of quitting, try refocusing your energy on your current role. Rebuild your strategy, improve your performance, and initiate conversations with your manager about better opportunities. Many problems can be solved internally if you're proactive.

Of course, some situations require leaving — especially if the environment is toxic or unethical — but make sure you're not leaving simply because of temporary frustration.

10. Take Action and Follow Through

Finally, the biggest difference between top performers and average salespeople is follow-through. Many people attend seminars, read books, and gather great advice — then fail to implement any of it.

Success comes from trying new things and acting on good ideas. Even if something doesn’t work out, you’ll learn from the experience and get better over time. Action leads to insight, and insight leads to improvement.

The author credits much of his success to “sticktoitism” — a word he invented for dogged persistence. Often, the breakthrough comes just after you feel like quitting. Keep going, stay consistent, and don’t let setbacks stop you.