How to Improve Your Sales Skills
How to be good at sales
Yes, we are all selling.
Whether you realize it or not, every day you’re selling, convincing, or negotiating.
Requesting Mum to make your fav Akki Roti,
Convincing Dad to get you that fav Shirt,
Negotiating with your sibling to play that game.
You are always selling to get what you want.
When its such a critical skill, why not “invest“ time and get better at it and get things going the way you want.. My aim with this blog is to help you get there.
Life itself is the first and longest sales journey.
Career in sales
Starting a new career in any field can feel intimidating. This is even more true when the role is client facing (Sales, Marketing, Client Relationships etc). Everyday you’re learning how to represent yourself, your company, and your product.
Here is how a day at sales could be:
Scenario 1: The Cold calls
You dial the number, introduce yourself and start speaking with a lot of energy and hope. What you get back is either a quick “No,” or a “Not interested,” a casual “Call me later,” or worse, the line gets disconnected before you finish your sentence. For some, this drains every ounce of energy. For others, this very rejection becomes the fuel that shapes them into a sales genius. But hey, Welcome to Sales!
Scenario 2: The Disappear
You finally find someone who seems genuinely interested. They share their email, ask you to send details and they will take a look in detail. That very night, you put together the perfect email, packed with details, benefits, and what not. You hit send, full of energy. Then the silence begins. Days pass. Follow-up after follow-up. No reply. Yes, Welcome to Sales!
Scenario 3: The “Sure Thing”
At last, you get a prospect get on a demo, they listens closely, they nod during your demo, smile at your points, and even say “This sounds super interesting”. You feel like you’ve nailed it. You stay up late crafting a detailed proposal, pouring your best into it, and send it the same night. And then… nothing. Days turn into weeks. Your emails remain unanswered, your calls unreturned. Welcome to Sales.
Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time
— Thomas Edison
I started with the rough ones since this is what most people experience when they try to sell hard and get discouraged quickly.
Instead, Sales is all about listening more than speaking, asking the right questions, and showing clients how their lives or businesses can be “better” with our solution.
Sales 101
The below details are designed for freshers who want to build confidence, stay motivated, and see sales as a superpower instead of a struggle. Here is a small playbook to win at sales.
Step 1: Fix the mindset
Sales is not about pushing/asking/requesting someone to “take” something. It’s helping that “someone” discover a solution to their problem. Follow this:
Every “No” is data. Maybe the timing is wrong, or maybe they’re not the right fit.
Every call is practice. You’re not just selling, you’re improving your communication skills.
Sales = storytelling. If you can tell a good story, you can sell.
Sales isn’t about rejection; it’s about learning, helping, and growing.
Step 2: Understand the Sales Funnel
Think of sales like a series of events. You cannot “sell” in just one step**. Follow this:**
Prospecting → Find people who might need your solution(product/service).
Outreach → Initiate the first hello (calls, emails, LinkedIn). Be Brave here.
Discovery → Ask the right but “minimal” questions, listen deeply.
Pitch/Story → Connect their problem with your solution.
Handling Objections → Stay curious, not defensive.
Closing → Get a small commitment (demo, meeting, trial).
Follow-up → Because most deals close only after multiple touches.
Great salespeople don’t rush the close—they master the sequence.
Step 3: Run a Simple Sales Call
Keep it short and human. A good call can be just 3–4 minutes:
Warm Hello: “Hi [Name], I’m [Your Name] from [Company]. How are you today?”
Reason for Call: “We’ve helped people with [problem].”
Engage: Ask one simple question related to their situation.
Value Hook: “We make it easier to [benefit].”
Next Step: “Would you be open to a quick 15-min chat/demo?”
Just a genuine conversation.
“Three minutes of value beats thirty minutes of noise.
Step 4: Handling “No” Without Feeling Bad
When you call, there is a good chance that you will hear a No. A “No” isn’t the end of the road. It’s the beginning of insight.
Not interested → Ask politely why. Timing? Budget? Fit?
We already have someone → Great! Ask what they like about their current provider. That’s valuable intel.
Too expensive → Respond with empathy. “Got it, many said the same before they saw the long-term savings.”
Rule: Treat every rejection as research.
A ‘No’ doesn’t close the door; it shows you how to knock better.
Step 5: Build Daily Habits
Success in sales comes from consistency. Do this regularly(whatever it takes):
Reach out to a “fixed” number of people daily (calls, emails, LinkedIn).
Track conversations, not just attempts.
Write down 3 learnings from rejections each week.
This creates discipline and momentum.
Selling daily beats selling brilliantly once.
Step 6: Measure What Matters
Don’t stress about revenue in the beginning. Focus on effort and process:
Outreach attempts per day
Conversations held
Meetings booked
Follow-ups scheduled
Results will follow when the process is strong.
In sales, process is the seed and revenue the fruit
Step 7: Follow these Golden Rules
Listen more than you speak.
Smile when calling (your tone changes instantly).
Respect the other person’s time.
Always follow up. (Most deals close after 4–5 touches.)
Learn your product well → confidence comes from knowledge.
Every Sale has 5 basic obstacles - No Need, No Money, No Hurry, No Desire, No Trust.
Quick Starter Exercise for Freshers
In case you are into sales, try this simple practice routine:
Write a 30-second intro pitch for yourself.
Role-play with a friend or mentor once a week.
Collect 10 “No’s” this week and note down what you learned from each.
Why This Works
When a sales person stop seeing sales as rejection and see it as the fastest way to learn, grow, and build resilience, something very powerful happens. They start enjoying the process, learns that a “No” today can be a “Yes” tomorrow and they build a skill that will serve them for life.
Sales is the highest-paying skill in the world.
Skills needed for a sales person
A great salesperson is known for the skills they consistently bring to the table. The best salespeople master these core skills not just to close deals, but to create lasting relationships and deliver real value. Here are some skills that a good sales person should have:
Build Trust. Always build Trust.
Ability to educate your client.
Show Value - never just “ask” to buy.
Be a good Story Teller.
Have brilliant Inter Personal Skills.
Remember the client’s name - Always (say the name at least two times every three minutes).
Be warm and gentle.
Positive Body.
Attention to detail.
Being street smart.
Practice Empathy.
Be Genuine.
Be good at Persuasion & Negotiation.
Regular Salesperson vs. Great Salesperson
Not all salespeople are the same. Some see sales as just a job, dialing numbers, sending emails, and hoping something clicks. Others approach it like a Art, with patience, curiosity, and the drive to create real impact.
The difference between a regular salesperson and a great one lies not in luck, but in mindset, habits, and how they treat every interaction.
1. Mindset
Regular: Thinks sales is about pushing a product.
Great: Believes sales is about solving problems and creating value.
2. Handling Rejection
Regular: Takes “No” personally and loses motivation.
Great: Treats “No” as feedback, learns, and moves to the next call stronger.
3. Listening Skills
Regular: Talks more than the customer.
Great: Listens 70% of the time, speaks 30%, and tailors the pitch to the customer’s needs.
4. Follow-ups
Regular: Follows up once or twice, then gives up.
Great: Follows up consistently, with creativity, until the prospect makes a clear decision.
5. Knowledge
Regular: Knows only the product features.
Great: Understands the product, the market, the competition, and the customer’s business deeply.
6. Relationships
Regular: Focuses only on closing the deal.
Great: Focuses on building trust and long-term relationships.
7. Energy & Attitude
Regular: Waits for good days to feel motivated.
Great: Brings energy, discipline, and positivity no matter the situation.
A regular salesperson chases deals; a great salesperson builds trust and creates impact.
Summary
Sales is not about pushing products or fearing rejection. It’s about solving problems, building trust, and growing with every conversation. Freshers who move into sales often face silence, “No’s,” and unreturned emails, but those are not failures. Treat them as stepping stones.
The difference between a regular salesperson and a great one lies in mindset, consistency, and the ability to turn rejection into learning.
If you focus on listening, following up, and creating real value, you’ll discover that sales is not just a career skill, it’s a life skill. Once mastered, it becomes one of the most powerful tools to open doors, build relationships, and shape your future.
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Hi, I’m Sandeep Gokhale, and I'm passionate about building high-performing teams at my company, Techvito and I write about Technology, People, Processes and some more fun stuff.
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