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1. Know your first 30 seconds.

This is one of the most fundamental skills in sales training basics. Do you know exactly what’s going to happen in the first 30 seconds of every selling interaction you have? Most salespeople never nail down these all-important first 30 seconds of the sale.

As a result, they end up meandering through sales conversations, never getting into a true flow because they simply don’t have a repeatable system for starting great conversations.

Knowing your first 30 seconds is everything.

2. Get them talking.

You might find this exercise painful at first, but one of the best things you can do to learn sales training basics at the start of your career is to record your sales conversations and then listen back on them afterwards.

This can be painful to listen to, but it’s imperative that you hear what you sound like.

Talking too much is one of the most common mistakes made by beginner salespeople. And in fact, it’s also one of the most common mistakes perpetuated by veteran salespeople who’ve been selling for years.

Advanced salespeople get the prospect talking. That doesn’t mean that you can’t have periods of time where you’re the one doing a bit more of the talking, particularly at the start of the conversation. But whenever you speak, the explicit goal should be to get the prospect to open up and talk more.

3. Have your process.

It’s basically my life's mission to enable salespeople to have a sales process. Whether you use my sales process or someone else's, I don't really care...but you absolutely must have your process.

When I say “have your process,” what I mean is that you should have a systematic process in place that you follow on a step-by-step basis in order to close sales. If you’re just winging the sales process and doing whatever comes to mind, you’re in trouble.

You need to learn how to sell the right way now, or else you’ll be using bad form the rest of the years you sell. Make a commitment to learn a strong sales process now. The process you use at the start of your career will ultimately determine how effective you are for the rest of your time in sales.

4. Don’t go for the close.

This is counterintuitive to what so many salespeople have been taught. We’ve all heard advice like “always be closing” or that the close is the most important part of the sale. But in reality, the close of the sale should just be the summation of everything that’s gone into the sales conversation up until that point.

Now, if you’re strong in sales, you’re going to focus much more on the earlier part of the sales conversation than on the close. If you’re not closing the sale in the 59th minute of the conversation, it’s not because your close wasn’t strong enough. It’s because the 58 minutes leading up to that point weren’t strong enough.

So don’t worry about going for the close. You should never have to verbally arm-wrestle a prospect to get them to buy from you. That’s old-school selling. Instead, you should be using a process from the beginning all the way through the close that leads the prospect to want to do business with you.

5. You’re not a punching bag.

When we first start selling, many of us hear some version of “the customer is always right” or “do anything you can to get them to buy”—but these mindsets are total junk.

In fact, the customer isn't always right...and the prospect is rarely right. And you certainly shouldn’t do whatever you can in order to close every sale. You only want to close sales with the right people.

If someone’s not a fit, don’t waste your time trying to close the deal. You should only be focusing and spending time on the right prospects.

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