PV5 SALES KNOWLEDGE • 90 PRACTICAL SALES TIPS

Small changes in how you sell
can make a big difference to the result.

90 practical sales tips, organised into 6 categories, to apply before, during and after every sale.

SEE THE 6 CATEGORIES ↓
HOW TO USE THE LIBRARY

Do not try to apply every tip at once.

ONE TIP → ONE BEHAVIOUR → REPETITION → IMPROVEMENT
A tip has value only when it becomes a behaviour.
PRACTICAL APPLICATION

A tip has value only when it becomes a behaviour.

The library is a tool for application, rather than simply a reading list. Choose the category you want to improve, open one tip, apply it in real interactions and assess what changed.
PV5 IN PRACTICE: Do not change tips every day. Give the new behaviour time to become natural before moving on.
90 tips. 6 categories. 15 practical applications in each category.
PREPARATION & APPROACH
PREPARATION • APPROACH

PREPARATION & APPROACH

15 TIPS
TIP 01 Enter every interaction with a clear objective. ＋
Before calling or meeting the customer, decide what you want to achieve: information, a meeting, a proposal or a next step.
IN PRACTICE: Write the objective of the interaction in one sentence.
TIP 02 Research the customer before asking for their time. ＋
A few minutes researching the customer's business, industry and circumstances make your approach more relevant and professional.
IN PRACTICE: Find at least one detail that will make your communication specific.
TIP 03 Prepare questions as well as a presentation. ＋
Good preparation is more than memorising arguments. It also means planning the questions that will help you understand the customer.
IN PRACTICE: Have three key exploratory questions ready.
TIP 04 Do not begin with everything you want to say. ＋
At first contact, the customer needs a reason to continue the conversation, rather than your entire company presentation.
IN PRACTICE: Briefly explain the potential benefit of the conversation.
TIP 05 Respect the customer's time from the first minute. ＋
Clarity and brevity at the beginning show professionalism and reduce resistance.
IN PRACTICE: Say why you are contacting them and ask permission to continue.
TIP 06 Adapt your pace to the person you are talking to. ＋
Some customers want speed and substance; others need time and more detail. The same approach does not work for everyone.
IN PRACTICE: Observe the customer's pace, tone and level of detail.
TIP 07 Do not try to impress. Try to be relevant. ＋
Excessive self-presentation often distances the customer. Relevance creates interest.
IN PRACTICE: Connect your opening statement to something that truly concerns the customer.
TIP 08 Prepare for possible objections. ＋
You do not need memorised answers. You need to know which points may create doubt and how you will explore them.
IN PRACTICE: Note the two most likely objections before an important meeting.
TIP 09 Do not leave the first impression to chance. ＋
Appearance, tone, precision, body language and reliability convey a message before the proposal is presented.
IN PRACTICE: Check whether your presence matches the professional image you want to convey.
TIP 10 Avoid excessive familiarity. ＋
Connecting with the customer does not require artificial friendliness. It requires respect, interest and natural communication.
IN PRACTICE: Let familiarity grow out of the relationship.
TIP 11 Do not use scripts mechanically. ＋
A script is a guide, rather than a text to recite. When it sounds memorised, it reduces authenticity.
IN PRACTICE: Keep the structure and adapt the words to the conversation.
TIP 12 Prepare the next step before you begin. ＋
If the conversation goes well, you should know what logical continuation you will suggest.
IN PRACTICE: Define a realistic next step in advance.
TIP 13 Do not carry the previous rejection into the next customer conversation. ＋
Each new interaction starts afresh. Disappointment from a previous conversation should not affect your tone.
IN PRACTICE: Consciously reset before your next interaction.
TIP 14 Consistency is stronger than bursts of activity. ＋
Sales are built through steady, appropriate actions, rather than only periods of intense effort.
IN PRACTICE: Set a minimum daily level of quality activity.
TIP 15 Before starting the conversation, remember your role. ＋
The aim is not to pressure someone into buying. It is to understand whether there is a real opportunity to help them.
IN PRACTICE: Begin with the intention to understand before proposing.
QUESTIONS & EXPLORATION
EXPLORATION • LISTENING

QUESTIONS & EXPLORATION

15 TIPS
TIP 16 Ask one question at a time. ＋
Multiple questions confuse customers and often lead to superficial answers.
IN PRACTICE: Ask one clear question and wait for the answer.
TIP 17 Listen until the customer finishes. ＋
When you interrupt or prepare your answer while they speak, you miss information and weaken the sense that you are listening.
IN PRACTICE: Leave a short pause before answering.
TIP 18 Start with the current situation. ＋
Before proposing a change, understand how the customer operates today and the results they obtain.
IN PRACTICE: Ask: "How do you handle this today?".
TIP 19 Do not stop at the first general answer. ＋
Phrases such as "I want better service" or "I want lower costs" need to become specific.
IN PRACTICE: Ask: "What does that mean for you in practice?".
TIP 20 Explore the reason behind the need. ＋
A need gains real meaning when you understand why it matters now and what caused it.
IN PRACTICE: Ask what changed or what made the issue a priority.
TIP 21 Understand the consequences of the problem. ＋
Without an impact on time, money, people, quality or opportunities, the need remains abstract.
IN PRACTICE: Ask how it currently affects the business or the customer personally.
TIP 22 Do not assume what the customer means. ＋
The same words mean different things to different people.
IN PRACTICE: Ask for an example or clarification before reaching a conclusion.
TIP 23 Use the answer as a bridge to your next question. ＋
Exploration should feel like a conversation rather than a questionnaire.
IN PRACTICE: Connect your next question to something the customer just said.
TIP 24 Do not interrogate. ＋
Many consecutive questions without comment, acknowledgement or connection tire the other person.
IN PRACTICE: Alternate questions with brief confirmations and summaries.
TIP 25 Explore the decision criteria. ＋
Knowing what the customer needs is not enough. Understand the criteria they will use to assess their options.
IN PRACTICE: Ask which factors will determine the final choice.
TIP 26 Learn how the decision is made. ＋
The person you speak with may not be the only participant in the decision.
IN PRACTICE: Ask naturally who else is involved and what the process is.
TIP 27 Do not avoid discussing timing. ＋
A real need does not always mean an immediate decision. Timing affects priority.
IN PRACTICE: Ask when the customer would like the issue resolved.
TIP 28 Discuss the financial context when it makes sense. ＋
Budget need not be your first question, but avoiding it may lead to an unrealistic proposal.
IN PRACTICE: Connect the financial conversation to the desired solution and result.
TIP 29 Summarise before presenting. ＋
A summary confirms you understood correctly and gives the customer a chance to correct or add something.
IN PRACTICE: State the key points in your own words and ask for confirmation.
TIP 30 Look for priority as well as need. ＋
A problem may exist without being important enough to act on now.
IN PRACTICE: Ask how important the issue is compared with other priorities.
PRESENTATION & VALUE
VALUE • PRESENTATION

PRESENTATION & VALUE

15 TIPS
TIP 31 Present only what is relevant. ＋
Presenting every capability can obscure the points that actually interest the customer.
IN PRACTICE: Choose elements directly connected to what you discovered.
TIP 32 Turn features into results. ＋
A feature describes what the solution has. Value explains what changes for the customer.
IN PRACTICE: After each important feature, explain: "For you, this means…".
TIP 33 Speak the customer's language. ＋
Use terms and priorities they have already expressed, rather than your company's internal terminology.
IN PRACTICE: Bring back the key words used by the customer.
TIP 34 Do not confuse information with value. ＋
Lots of data do not necessarily make a strong proposal. Value connects the solution to the desired result.
IN PRACTICE: For each piece of information, ask yourself why it matters to this customer.
TIP 35 Build value before presenting the price. ＋
When price appears without context, it becomes the dominant comparison point.
IN PRACTICE: First explain what the proposal solves and which result it supports.
TIP 36 Do not hide the price when it needs to be stated. ＋
Creating value does not mean avoiding price. Clear financial information is part of trust.
IN PRACTICE: Present the price clearly and without an apologetic tone.
TIP 37 Connect the proposal to the cost of inaction. ＋
Sometimes the most meaningful comparison is between making a change and continuing with today's situation.
IN PRACTICE: Help customers see what doing nothing means in practice.
TIP 38 Use examples with a purpose. ＋
A case or example has value when it addresses a specific need or doubt.
IN PRACTICE: Choose an example resembling the customer's circumstances.
TIP 39 Do not overpromise. ＋
Credibility matters more than an impressive claim you cannot substantiate.
IN PRACTICE: Describe precisely what you can and cannot guarantee.
TIP 40 Make the presentation a dialogue. ＋
A long uninterrupted presentation reduces customer participation and makes it harder to understand what matters.
IN PRACTICE: Pause periodically and ask for a reaction or comment.
TIP 41 Emphasise differences that have value. ＋
Differentiation is more than a list of things you do differently. It explains why a difference matters to this particular customer.
IN PRACTICE: Connect each difference to a decision criterion.
TIP 42 Do not compete solely on price. ＋
When discussion is limited to cost, the opportunity to compare quality, results, support, risk and total value is lost.
IN PRACTICE: Broaden the comparison criteria before discussing a discount.
TIP 43 Make value specific wherever possible. ＋
Measurable value is easier to assess than general promises.
IN PRACTICE: Use realistic figures, time, costs or indicators where available.
TIP 44 Check what the customer considers most important. ＋
Do not assume the point you consider strongest is also the one the customer values most.
IN PRACTICE: Ask: "Which of these matters most to you?".
TIP 45 End the presentation with a connection rather than a catalogue. ＋
The final impression should reconnect the solution to the key needs and desired result.
IN PRACTICE: Summarise in two or three points why the proposal fits.
OBJECTIONS & NEGOTIATION
HANDLING • NEGOTIATION

OBJECTIONS & NEGOTIATION

15 TIPS
TIP 46 Do not answer before understanding the objection. ＋
"It is expensive" can mean many different things. A quick answer often addresses the wrong problem.
IN PRACTICE: Ask for clarification before making your argument.
TIP 47 Do not treat the objection as an attack. ＋
A defensive attitude turns useful information into confrontation.
IN PRACTICE: Slow down and show that you want to understand.
TIP 48 "I will think about it" needs to become specific. ＋
It may conceal uncertainty, missing information, another priority or a polite refusal.
IN PRACTICE: Ask which main point they want to consider further.
TIP 49 Do not offer a discount too quickly. ＋
An early discount can reduce perceived value and create doubt about the original price.
IN PRACTICE: First check whether the real obstacle is financial.
TIP 50 Separate price from value. ＋
A price objection does not always mean the customer cannot pay. They may not yet understand why it is worthwhile.
IN PRACTICE: Return to the results they personally consider important.
TIP 51 Do not disparage the competitor. ＋
A negative attack reduces your professionalism and may insult the customer's previous choices.
IN PRACTICE: Compare criteria and differences without personal judgements.
TIP 52 Acknowledge the objection without necessarily agreeing. ＋
Acknowledgement shows you listened. It does not mean you accept the conclusion.
IN PRACTICE: Use phrases such as "I understand why you are looking at it that way".
TIP 53 One objection may conceal another. ＋
Even after a good answer, there may be a second concern.
IN PRACTICE: Ask whether the issue has been addressed or whether anything else remains.
TIP 54 Do not try to win the conversation. ＋
The aim is not to prove you are right but to help customers assess the option properly.
IN PRACTICE: Avoid a confrontational tone even when you disagree.
TIP 55 Negotiate exchanges rather than concessions. ＋
Every significant concession without something in return trains customers to ask for more.
IN PRACTICE: If you give something, connect it to a specific commitment or change in terms.
TIP 56 Do not change the proposal before understanding what is not working. ＋
Rapid revision may solve the wrong problem and create new ones.
IN PRACTICE: Ask exactly which element needs to change.
TIP 57 Use silence after a difficult question. ＋
Rushing to fill the pause often denies customers the time to give a meaningful answer.
IN PRACTICE: Ask and wait without completing their answer.
TIP 58 Do not be afraid to say "I cannot". ＋
A deal requiring unsustainable terms may create a bigger problem after the sale.
IN PRACTICE: Set clear limits and explain what you can do.
TIP 59 Check whether the objection is real or a pretext. ＋
Sometimes the first objection is simply an easy way for customers to avoid a deeper conversation.
IN PRACTICE: Ask what would happen if this specific issue were resolved.
TIP 60 Respect a real "no". ＋
Professional selling is not coercion. Pressure after a clear refusal damages the relationship and your image.
IN PRACTICE: End respectfully and leave the door open only where it makes sense.
CLOSING & COMMITMENT
COMMITMENT • CLOSING

CLOSING & COMMITMENT

15 TIPS
TIP 61 Do not wait for customers to request the next step themselves. ＋
When value has been established and the main concerns resolved, the salesperson should help the conversation progress.
IN PRACTICE: Suggest a specific, logical next step.
TIP 62 Closing does not require a trick. ＋
Commitment is a natural continuation of a good process rather than a pressure technique at the end.
IN PRACTICE: Summarise needs, value and agreed points before asking for a decision.
TIP 63 Distinguish interest from commitment. ＋
"It sounds good" or "send me something" is not a specific agreement.
IN PRACTICE: Define who does what and by when.
TIP 64 Ask a clear decision question. ＋
Vague wording leads to vague answers.
IN PRACTICE: Ask simply whether the customer is ready to proceed.
TIP 65 Do not speak immediately after the closing question. ＋
Silence gives customers room to think and respond.
IN PRACTICE: Ask the question and wait.
TIP 66 If two suitable options exist, help the customer choose. ＋
A clear comparison can reduce uncertainty without creating pressure.
IN PRACTICE: Ask which of the two solutions fits their priorities better.
TIP 67 Do not create false urgency. ＋
Artificial deadlines and non-existent restrictions undermine trust.
IN PRACTICE: Use urgency only when there is a real reason.
TIP 68 If there is no decision, agree the next step. ＋
A complex sale may require time. The problem is ending the conversation without any continuation.
IN PRACTICE: Agree the date, purpose and participants for the next interaction.
TIP 69 Confirm who needs to participate. ＋
Progress may stop if an important decision maker appears too late in the process.
IN PRACTICE: Check whether anyone else needs to participate before the decision is finalised.
TIP 70 Do not treat "yes" as a completed sale. ＋
The agreement needs practical clarity on terms, timing, cost, responsibilities and process.
IN PRACTICE: Confirm the key points before ending the conversation.
TIP 71 Make the next step easy. ＋
Unnecessary complexity after the decision can cause delay or second thoughts.
IN PRACTICE: Give clear instructions on what follows.
TIP 72 Do not add new arguments after the customer has decided. ＋
Continuing to sell excessively may create new doubts.
IN PRACTICE: After "yes", move calmly to confirmation and implementation.
TIP 73 If the customer hesitates, return to the real obstacle. ＋
More arguments do not always resolve uncertainty.
IN PRACTICE: Ask exactly what they need to feel comfortable with the decision.
TIP 74 Close with clear mutual expectations. ＋
A good agreement defines what you will do and what is needed from the customer.
IN PRACTICE: Confirm both sides' obligations.
TIP 75 The right commitment must be good for both sides. ＋
An unsuitable sale may lead to cancellation, complaints or lost trust.
IN PRACTICE: Proceed only when the solution can truly serve the need.
FOLLOW-UP COMMUNICATION & CUSTOMER DEVELOPMENT
FOLLOW-UP COMMUNICATION • DEVELOPMENT

FOLLOW-UP COMMUNICATION & CUSTOMER DEVELOPMENT

15 TIPS
TIP 76 Follow-up must have a reason. ＋
"I am contacting you to check whether you saw my message" rarely adds value on its own.
IN PRACTICE: Connect every interaction to information, a decision or a specific next step.
TIP 77 Follow up when agreed. ＋
Reliability after the meeting is part of your credibility.
IN PRACTICE: Immediately record the date of the next contact.
TIP 78 Send a brief summary after an important meeting. ＋
Written confirmation reduces misinterpretations and maintains a shared understanding of what was agreed.
IN PRACTICE: Summarise key points, responsibilities and next steps.
TIP 79 Do not disappear after the sale. ＋
The customer's experience after deciding affects repeat business, referrals and the long-term relationship.
IN PRACTICE: Schedule a first check-in after the relationship begins.
TIP 80 Confirm that the promise became an experience. ＋
The sale is completed when customers receive the value they expected, rather than when the agreement is signed.
IN PRACTICE: Ask whether the experience so far meets expectations.
TIP 81 Ask for feedback with a real willingness to listen. ＋
Feedback has value when it can lead to improvement, rather than when sought only for reassurance.
IN PRACTICE: Ask what worked and what could be improved.
TIP 82 Ask for a referral at the right time. ＋
The best moment is when the customer has already recognised specific value from working together.
IN PRACTICE: Connect your referral request to the satisfaction they just expressed.
TIP 83 Do not upsell without a new need. ＋
Account development must rest on additional value rather than only an internal sales target.
IN PRACTICE: Explore what has changed before proposing anything extra.
TIP 84 Keep useful notes about the customer. ＋
Memory is not a system. Appropriate information improves continuity and the quality of the relationship.
IN PRACTICE: Record needs, preferences, decisions and next actions.
TIP 85 Learn from lost sales. ＋
A lost opportunity may reveal weaknesses in qualification, discovery, value, timing or follow-up.
IN PRACTICE: Where possible, ask for brief, honest feedback.
TIP 86 Do not pursue an inactive opportunity indefinitely. ＋
Continuous follow-up without response consumes time and weakens communication quality.
IN PRACTICE: Set a reasonable limit on attempts and leave a clear reconnection message.
TIP 87 Maintain contact without becoming a nuisance. ＋
Frequency should match the buying cycle and the real value you can add.
IN PRACTICE: Create a contact rhythm with a reason to exist.
TIP 88 Recognise opportunities before they become requests. ＋
When you understand customers more deeply, you can identify needs before they are expressed as a specific request.
IN PRACTICE: Monitor changes in their business, goals and circumstances.
TIP 89 Build a relationship even without an immediate sale. ＋
The right customer may not be ready today. A useful, professional presence creates future opportunities.
IN PRACTICE: Contact them when you have something truly relevant to add.
TIP 90 Complete the cycle by learning. ＋
Every sale, successful or otherwise, can improve the next if assessed systematically.
IN PRACTICE: After an important opportunity, note what you will keep, what you will change and which behaviour you will practise.
At the end of the day, do not only ask "what did I sell?". Ask "what did I do better as a salesperson today?".
PV5 DAILY PRACTICE

At the end of the day, do not only ask "what did I sell?". Ask "what did I do better as a salesperson today?".

Choose one behaviour to maintain and one to improve in the next interaction.

Want to see which areas you personally need?
THE NEXT STEP

Want to see which areas you personally need?

The 90 tips give you practical ideas. The FREE PV5 SALES ASSESSMENT helps you see which areas are worth improving first.

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REMEMBER

Knowledge alone does not change performance. Application does.

Choose → Apply → Observe → Correct → Repeat.