5 common sales mistakes

5 Common Sales Mistakes (And How To Avoid Them)

Sales reps are often their worst enemies. Why? Because they make 5 common sales mistakes that cost them sales and hurt their careers. Here are the five common sales mistakes and how you can avoid them:

 Mistake #1: You sound like a salesperson

You're trying to be someone you're not. For sales to go well, you have to be YOU. One of the common rookie sales mistakes is pretending to be someone else. Maybe you've seen a sales rep who seems to have it all together, and you're trying to model their approach. They are crushing it in every sales call and are a smooth talker. That's how top producers are supposed to look – RIGHT? 


Be authentic. Be genuine. People can spot a fake from a mile away, and they'll have no problem rejecting you and your offer.

Used car salesman

Words matter

The words you say and how you say them matter. You've got to be authentic, and the type of person buyers can trust. Trust begins with understanding and the empathy that comes from listening more than you talk. It's amazing to think sales mistakes like this happen.

Often, new sales reps think there is magic in every word they say, so they blather on about their product or solution in the sales call. Avoid talking too much. Instead, listen and ask questions to understand their situation thoroughly.

A typical sales mistake for sales reps is to pitch rather than have a conversation. A conversation is a two-way street. It's not a one-way trip. It's not about you. It's about them and what they need.

Listen First

Sometimes it's not what you say that gives you away. You are too busy sharing all the great details of your sales offer to notice your customer has lost attention and is now reading emails on their phone. You are not curious enough about what matters to them.

Listen to understand. You will be ready to move forward when you know the situation. Sales teams who listen close the deal.

The Right Message is Appropriate

Another way you sound like a salesperson is by HOW you deliver your message. Your sales presentation should harmonize with customers and what they expect. If you come on too strong, your prospects will become suspicious and believe you are trying to force a decision for your self-interests. Don't rush it, and don't create a false sense of urgency at the expense of the relationship.

Be bold

The flip side of coming on too strong is a lack of confidence. You need to project confidence, even if you don't feel it. If you don't believe in yourself, your product, or your company, why should your customer?

If you know your stuff, people will want to work with you. Preparation builds your swagger better than anything and will help you stand out in saleshttps://www.jparanteau.com/how-to-stand-out-in-sales/.

Mistake #2: You don't qualify the deal

I get it. Salespeople, especially new ones, are always excited at the first hint of success. You work hard, and as soon as you hear buying signals, you assume it's a done deal, only to have your vibe crushed later when the deal falls apart.

It's a common sales mistake salespeople make. When it happens, the sales rep is left wondering how to explain the mistake.

The antidote is to qualify the deal. What makes it a good fit for your time and attention as well as a good fit for your prospect? With guidance, your sales teams will be equipped to prevent one of the most common mistakes in selling.

Qualification process

What is qualification, and why is it important to your sales team?

Qualification determines whether a prospect is ideal for your company, product, or service. You don't want to waste your sales teams time (or your prospect's time) when you are not in mutual alignment.

Patterns give you clues about what matters to customers. These patterns can become the basis for your qualification of new customers.

The consequences of not qualifying your opportunity

If you don't qualify your sales opportunity, you could be wasting valuable time. You might sell a product or service the customer doesn't need or can't afford.

It's one of those sales mistakes made when you rush the deal. Understanding your customer's needs and budget is vital before proposing a solution. You might also be selling to the wrong person or department (common mistake) without qualification. Qualification is essential to ensure successful sales outcomes.

How to go about qualifying your opportunity

When qualifying for an opportunity, it's essential to understand the advantages and risks. Here are a few tips on how to go about qualifying an opportunity to determine if the opportunity is worth pursuing.:

  1. Define your criteria. What are the most important factors to you in an opportunity? Is it the company's size? The location? The industry? The team? Decision makers? Define what's most important to you and use that as your guide when qualifying opportunities.

  2. Do your research. Once you've defined your criteria, research the companies that meet those requirements. Look at the company's website, read reviews, and speak with people who have worked there. The research will help you better understand what the company is like and whether or not it would be a good fit for you.

  3. Ask the right questions. When interviewing with a company, ask questions that will help you assess whether or not it meets your criteria. For example, if company size is crucial to you, ask how many employees they have. If location is important, ask where the company is based. By asking the right questions, you'll get a better idea of whether or not the opportunity is a good fit for you.

Mistake #3: You don't prepare

One of the very first steps in most sales processes requires a salesperson to do their homework. In today's competitive marketplace, preparation comes before profits.

If you want to stand out in sales, sales reps can position themselves as trusted advisors and build long-term relationships by taking the time to prepare to solve their customers' problems.

Preparation is vital for salespeople looking to be successful. Your prep should include pre-meeting planning, exploring public financial statements and social media accounts for potential clients, and understanding what success looks like in their industry.

Understand the culture, values, and what's essential to the business. Talk to employees, partners, and suppliers.

Salesperson preparing for a meeting

How often is this step taken for granted and disregarded?

I've been getting a lot of bad sales pitches lately, which is starting to wear on me. Here are just some examples of how people are squandering their first impressions.

The LinkedIn Sales Experiment

I've been experimenting on LinkedIn to see how widespread sales laziness is. In my profile, my first name is “-.” I place my first and last name in the last name field. It's a surefire way to spot the spammers because their intro emails stand out.

Check this out.: 

How i modified my linkedin to spot spammy sales emails

Failing to proofread before hitting send.

  • You can tell there was little effort put in by proofreading this mass mailer before sending it off as another canned message of impersonalized information that doesn't address my needs or interests.

Someone who wanted my sales team engagement
  • If you use automated technology for outreach, preview your emails against the actual targets.

  • Here I was targeted by age, and geo. The sender didn't explore my background in Entrepreneurship.


Do i need a franchise?
  • Consider breaking your audiences into smaller, more targeted groups. Ask yourself, how can I stand out and relate to what matters for this person?

Missing an opportunity to make a connection.

  • Connecting virtually with prospects doesn't demand you to be a data scientist. A fast glance through social media and an internet search in 30 seconds can give you enough insights to create a memorable first connection.

  • I don't know about you, but this is a high-stakes way to prospect new business. Since LinkedIn is all about relationships, spammy outreach may get you blocked, and your target buyer may never give you access again – even if you move to a new company!

  • Take a moment to see what you can learn about the person you hope to turn into a customer.

Making assumptions early.

  • One of salespeople's biggest mistakes is assuming that their products or services are the only solutions to their customer's problems. In reality, customers often look for ways to solve their problems and are more likely to trust a salesperson who can help them do that.

  • Good preparation involves research and asking questions so that your offer will resonate with the customer's specific needs.

  • P.S. VC's – Coach your investment leaders to take their time to prepare.

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You heard it many times: “If you do nothing, prepare for failure.” What will you bring to the conversation that is new and insightful? What will you say that is memorable? How can you make your product or service stand out from the rest? Do your homework and be prepared to answer these questions.

Technology has made preparation easy; the rest is up to you.

Mistake #4: You don't have a clear sales destination

Let's imagine a journey together. What do we know about our destination? How will we get there, and how can I know this is the right path? How can we navigate uncharted territory full of uncertainty (and risk)? What awaits at each turn?

The journey is called “your complex sale.” Many who wing it just hope things don't go completely wrong.

A sales rep struggles with an uncertain destination

Your map is the sales process

A sales process is essential for success. By following a proven process, salespeople can increase their chances of making a sale and achieving their goals. There are dangers associated with deviating from the sales process. Customers can quickly become confused if salespeople do not signpost their goals and intentions. Confusion can lead to misunderstandings and mistrust, damaging the relationship and ultimately leading to lost revenue.

Salespeople who do not follow a sales process risk missing out on essential steps, such as listening to understand and analyze needs. As a result, salespeople must adhere to a sales process to maximize their chances of success, especially during times of crisis.


We spoke about the importance of planning, and having a goal goes hand-in-hand. You should have a plan and be able to explain what the meeting will cover so that your buyer can understand the purpose and know what to expect.

The best outcomes of meetings come from having a plan. Communicate it clearly with your customer before, during, and after the meeting, so they know what's next on deck for them!

Closing is kind

Closing a sale is key to gaining commitment. Not having a destination is a foundational sales mistake that will frustrate your customers because you don't know how and when to close. If you don't ask for the next step or the sale, you will not get it. It's as simple as that.

Moving the meeting toward a mutually agreed upon destination, ending with action, is vital to success. You have to be willing to close, and you have to be able to handle objections. If you're not, you're just a professional visitor wasting everyone's time.

Avoid sales mistakes by getting commitment on a sale

Mistake #5: You have low EQ (emotional intelligence)

Emotional intelligence is a critical success factor in many professions, and sales is no exception. But what exactly is emotional intelligence, and how important is it for salespeople? Let's take a closer look.

What is EQ?

It's helpful first to understand the concept of intelligence quotient or IQ before you can appreciate EQ. IQ measures a person's cognitive abilities and potential for academic success and other intellectual pursuits.

On the other hand, emotional intelligence measures a person's ability to perceive, understand and manage emotions.

It's important to note that emotional intelligence is not the same thing as being emotionless. People with high emotional intelligence are often very in tune with their own emotions as well as the emotions of others. They're also better able to regulate their emotions, even in difficult situations.

The Importance of Emotional Intelligence in Sales

Since emotional intelligence encompasses skills like confidence, self-awareness, empathy, and self-regulation, it should be no surprise that these skills are essential for salespeople. After all, sales require building relationships with others, handling difficult conversations and objections, and maintaining composure under pressure.

Studies have shown that salespeople with high emotional intelligence deliver double the results. In other words, emotionally intelligent salespeople outsold their less emotionally intelligent counterparts by more than 50%. Another group had a $6 return for every dollar invested in teaching EQ skills.

 In addition to being more successful at making sales, emotionally intelligent salespeople are more likely to succeed in other aspects of their careers. Research shows that emotionally intelligent people are more likely to get promoted and receive higher performance reviews than those less emotionally intelligent.

 So there you have it: Emotional intelligence is vital for sales success. If you want to improve your career in sales (or any other profession), work on honing your emotional intelligence skills.

Reading the room

One sales mistake resulting from low EQ is that you are not in tune and observing others during your interactions. People who can't read the room cannot adjust on the fly when necessary. Doing so demonstrates flexibility. If you're not flexible, you will not be successful in sales.

You have to be able to roll with the punches and adapt to change.

Empathy wins

If you can't put yourself in your customer's shoes, you will not be able to sell them anything. You need to be able to understand their needs and wants, and you need to be able to communicate that understanding.

I was judging a national collegiate sales competition earlier this year and noticed some sales reps asked the prospect before they opened their laptop, pulled out their phones, or took notes. The top scoring ones always asked permission and explained why it was essential to the customer.

Another simple sales mistake that is 100% avoidable is not respecting customer's time. You will not be successful if you can't show up or end on time. You need to manage your time and appreciate your customer's time.

Feedback is an invaluable part of any business. It's essential to understand your customer's feedback, even if they choose a different company or product than what YOU recommend – because that means their experience was good!

Please don't call it anything other than reality.

Stop the blame game

Selling demands accountability, not blame. If the prospect doesn't understand your offer, explore how you can tell a better story that communicates your solution value. Selling requires a lot of hard work, rejection, and frustration.

Most people quit at the first sign of trouble. Quitting is never an option. If you're unwilling to fight for your customer, someone else will.

It's not about you

It's all about your customer's success and their payoff. However, some amateur salespeople will tell their customers they “need” to purchase by a specific time to “help me make my numbers for the month.”

Here's a news flash. It's not about you. Your prospect can see right through you if you're just in it for the money. You need to be able to show that you care about their success, not just your own. If you're always talking about yourself, you will not be successful. You need to be able to focus on your customer and their needs, not your own.


Sales mistakes can cost you dearly in terms of both time and money. By being aware of the five most common sales mistakes, you can put yourself in a much better position to succeed.

  1. You Sound like a salesperson: One sales mistake is sounding like a salesperson. This can come across as pushy and make the prospect feel uncomfortable. Instead, focus on building a rapport and being genuine in your interactions.

  2. Not qualifying the deal: Another sales mistake is not qualifying the deal. This means not taking the time to ensure that the prospect is actually interested in what you're selling. This can be a waste of time and money.

  3. Not preparing: A third sales mistake is not preparing properly for meetings or calls. This gives the impression that you're not organized or ready to do business.

  4. No clear sales destination: A fourth sales mistake is having no clear sales destination. This means not having a specific goal or outcome in mind for the sale. Without a clear destination, it's easy to get sidetracked or lost along the way.

  5. Low EQ: Finally, salespeople with low emotional intelligence (EQ) tend to make more mistakes. This means they're not as good at reading people or understanding their feelings. As a result, they may say or do things that offend or turn off prospects.

By avoiding these five common sales mistakes, you'll be well on your way to success in this vital part of your business.

Harness negotiation

Emotion In Sales Negotiations

Selling is a series of subsequent negotiations. Emotions will affect everyone differently, but they will always be present. We may not recognize it, but it is good business to understand how harnessing your emotions and identifying your customer's emotions can help decision-making.

Top sales professionals know that gaining excellent negotiation skills requires practice and study. The research on negotiation is clear to understand yet difficult to implement. Negotiators often let their emotion rise to a point where it clouds judgment and threatens to spoil mutually beneficial outcomes. Most of what happens at the bargaining table resemble actors aligning to a script. All is well when we remember our lines, but what if something happens to throw our plans off, like unintended emotions welling up?

How do you account for and manage such a variable as emotion? Emotions in a negotiation can behave like an evil genie that has escaped its bottle. You want to trap them safely in the bottle fast. Instead of bottling up your emotion, you should be to be aware of your feelings and mindful of the other party's as well.

When navigating a deal, customers may be emotional in the process. Most commonly, they are angry, upset, or disappointed. Sometimes the customer feels cheated, taken advantage of, used, or even lied to. It's your job as a sales professional to help the customer get to a position where they decide to replace these negative feelings and buy from you. It's your job to identify emotions accurately and create a plan to use them constructively. In research conducted at Harvard Business School by Allison Woods Brooks, negotiators who accounted for their feelings experience greater satisfaction and craft better deals.

Negotiation and Emotions

The average person is full of emotion. Emotions occupy 90% of our time. Until recently, most negotiation documents regarded emotion as the main hurdle in reaching a constructive agreement. The classic book of the field, “Getting To Yes,” by Roger Fisher, William Ury, and Bruce Patton, advises readers that negotiators should separate themselves from the problems. Their work was instrumental in going beyond understanding the other party's interests to understand how they may be using emotions at the bargaining table.

Harvard Business School runs a Negotiation Mastery program to help unpack the presence of emotion and offers strategies for leveraging its power for improved outcomes. Roger Fisher and Daniel Shapiro explored feelings in their book Beyond Reason, citing they can be both an asset or an obstacle depending on how well they are understood.

Emotional intelligence in a sales negotiation

Emotions are critical to the negotiation process, and identifying and controlling them is key to emotional intelligence. In a positive direction, emotions can be an asset to our individual needs. Empathy helps us understand others. Concealing and displaying intense emotions can help create good negotiation strategies. Some perceive anger as being valuable to extract concessions. However, studies show it damages relationships. Anxiety is another emotion that may be difficult to conceal, and it reduces competence when displayed.

We must have the emotional intelligence to do business effectively. Understanding which emotions will benefit the negotiation and which emotions can cause problems for the buyer or seller is vital. To reduce the impact of these emotions, prepare and practice. It is also essential to know how other participants might feel.

Chris Voss is a former FBI hostage mediator and now CEO of the Black Swan Group. Early in his career, Chris learned how to serve the needs of people while working at a suicide crisis hotline. There he learned how to navigate the emotional process to guide people in making decisions. What could you do to help you improve how you recognize and handle emotion in your next sales meeting?

Understand your emotional baggage in negotiation

Negotiation is not about winning and losing. It's about a mutual exchange of value. I constantly challenge sellers I mentor to start with what's inside and work your way out. Some people are excellent at understanding a customer's negative or positive emotions but fail to account for their feelings. Understanding this truth will help you become a better negotiator.

The trick to negotiation isn't in showing how confident, clever, witty, or powerful you are. And it's not about reminding your counterpart that you're superior. Instead, it's about demonstrating your ability to be human, vulnerable, and authentic by sharing your true self. However, some elements you may be holding on to could sabotage your effectiveness.

People pleasers

We bring all of ourselves into a sales negotiation, the good, bad, and ugly. Being a people pleaser in negotiation is a dangerous piece of emotional baggage. Here's why. When a sales professional sets their need for approval or affirmation higher than the outcome of the engagement, the negotiation is suddenly tainted with latent emotional baggage. It can come across as confusing to the situation and diminish your objectives.

The seller's emotional need to please often taints their strategic objectives. The market they feel is genuine yet toxic in the sales process. Some sales scenarios require you to walk away or make hard decisions that may benefit the other party or impact your position. You must have sober judgment and assess what suits your business and customer.

If you are a people pleaser, know this going into the negotiation. Leverage others to assist you with concessions, and practice before going into the negotiations, so you stay focused on meeting the goal, not feeding your need.

Anger, Anxiety, and negative emotions

Anger is a powerful emotion, but it doesn't always help you get what you want. In my day-to-day job negotiating with customers, I see a lot of displayed anger, which I doubt to be genuine. It is a tool used by negotiators who believe this to be key to getting what they want, with little consideration for the strategic, long-term implications. Often anger used this way leads to scorched earth. You may get what you want, but the costs may be high.

If you find yourself getting angry in a negotiation, take that anger and cool it down. Ask for a break, or reconvene on another day. I'm a pilot, and I remember learning about the dangers of flying in decision-making. It has a degenerative effect on cognitive function and safety. While no one will get hurt physically in your negotiation, it may prove costly to not be your best.

Angry businessperson

Negotiating with emotion, a 2013 paper in the Harvard Business Review by Kimberley Leary, Julianna Pillemer, and Michael Wheeler, examines multiple studies about the feelings experienced by negotiators before and during negotiations. The authors conclude that anxiety about negotiating is caused by three factors: lack of control, unpredictability, and the absence of feedback on the negotiator's performance.

Anxiety is often highest at the moment of truth. Knowing this emotion may be present can help you control it and flip it around. While anxiety is a negative emotion, excitement is a positive one. Rather than feeding the anxiety monster, tame it with self-talk. Tell yourself, “I'm excited about this negotiation!”. It will be easier to project this feeling as genuine when you step in front of your customer. Take back control of your emotion, and you will increase the odds of success.

Prepare for emotions in a negotiation

Preparing for negotiation can help tame negative emotions, but it has another essential function. You increase deal success by creating a strategic plan to account for emotional complexity. Instead of ignoring your fears, you need to recognize your hot buttons. Start with yourself.

The people on the other side of the table can feel mixed emotions. While it's rare for you to confirm their feelings directly, don't ever think they don't exist. Understanding what they fear, what makes them angry and anxious, and WHY these triggers will help you craft an agreement and reach a fair deal.

Your negotiation plan

What separates a business meeting from the rest is that they have a purpose. If you are in sales, don't be a professional visitor. Be prepared with a plan for every meeting, whether large or small. It would be best if you always planned to negotiate.

Preparing for a meeting

Here's a template I typically use for negotiations. I use a pneumonic called OWN your next meeting to describe it. OWN stands for Organize – Win – Next Steps. Creating a plan that helps you shape your strategy is a must. To account for emotion in negotiation, consider these elements.

Understand your customer's emotions

To get clues on your customer's emotions before a negotiation, look for clues in their writing and your past meeting notes. Often customers have been coached to use language such as “disappointed” to serve as an emotional barometer, letting you know where they stand and how deep the chasm is between your position and theirs. These are labels that can anchor the discussion before it starts. Look for evidence of these anchors before the meeting. Also, ask for confirmation from others who know the negotiators well.

If you are transparent, people want to help you. I've routinely gone to a stakeholder's inner circle for advice or asked people who have worked for them or with them for advice. I've also had a customer do this effectively. They shared, “I didn't know you also knew person X!”. It brought a shared bond quickly to our negotiation, and I was impressed that they cared to prepare. Preparing to understand what makes people tick is not off-putting. It is endearing. If someone asks you out on a date, and they go to the trouble of meticulously planning the entire time, it shows interest and care.

Do they like you & Trust You?

It would help if you never assumed the people you are negotiating with like you or even trust you. It's possible for them to like you and mistrust you. It's also possible to trust you and not like you (but it's a little rare). So how do you know where you stand in a professional setting? Know those first impressions are formed in seconds and are long-lasting.

The research is compelling in business that preparation yields results, but most salespeople ignore it outright by “winging it” in their sales and negotiations. It's not enough for you to show up and assume people will want to do business with you because you flew in to meet with them (or any other rationalization you tell yourself). Studies have shown that you must inform the other party how much you want to work with them. And by all means, do sufficient preparation and planning to learn about the people you are meeting with, their business, and what drives them. Almost everyone has social exhaust you can tap into to learn more about them or ask people close to them.

I always start with gratitude before I express any outcome of enthusiasm. It frames the way you think about the other party. Start by sharing that you appreciate their presence and the priority they've given with their time and attention. Sound genuine and use words you typically use. You don't want to sound contrived.

Next, watch their body language, but bring your energy. You should know if the other party's gaze on you is connected or disconnected. Their posture and body orientation toward you are all signs that they are engaged and open to you. These are examples of display rules or nonverbal signals that can flavor the outcome and have gender and cultural implications.

As a rule, don't talk for more than a minute without getting their verbal engagement. Verbalization in the form of something as innocuous as “so, are you ready to get started?” may work to elicit a head nod. However, it's better to ask a question they can answer with a verbal response. If they don't verbalize something to you in sixty seconds, they will start to check email or their mobile phone. You can reconfirm the room is available for the next hour, that lunch will be delivered, and even ask if you can have their full attention.

Woman checking out and disengaged in a meeting

Their need for respect

Some of the examples given above also highlight the other participants' need for respect as you negotiate. As you prepare to negotiate, consider leveraging the senior talent in the room and identify ways to engage them. You don't want to patronize them and seem insincere. Instead, if you know someone with a specific skill that may be useful in your negotiation, ask them for input and perspective.

Too many negotiators today believe they are the most brilliant people present. You lose your ability to influence when you have a high ego disposition. Ego makes it hard to build a relationship and takes the focus off the goal. It's OK to give others ego gratification, spotlight a skill, strength, or approach to a problem. If you a facing off with a master negotiator, let them know that you appreciate them.

The sweetest sound in anyone's day is hearing their name spoken by another. Say their name naturally, but don't overuse it and come across as disingenuous.

Check how you show up

So much of your success in negotiations revolve around how you show up. People in negotiation who project fear, anxiety, and chaos are challenging participants. You're not sure where they will go next, and their emotions have gotten the better of them. I've been in negotiations where someone threw something at me. Their emotion got the better of them. I stood up and exited the negotiation, explaining that we should reconvene when we could establish that mutual respect and civility govern our discussions. Don't take bad behavior and let it slide. It's not productive.

Your posture may have a direct bearing on a negotiation. Research by Amy Cuddy and Dana Carney suggested that adopting ‘power poses' enables positive physiological changes that can prepare you for things like negotiation. While this research was heralded widely, the long-term scientific scrutiny of the study has shown power poses to be inconsistent. Studies have shown, however, that preparing yourself in advance through these poses can help elicit subjectively experienced feelings of control. It may be similar to how we subjectively feel with a nice outfit, power shoes, and a stylish hairstyle. When we feel good, it helps us to have a positive outlook, and that is an essential element in boosting positive emotions, such as feelings of excitement. If you have an important negotiation, buy a nice suit, new shoes, or a new watch. I admit that I purchased a new suit, shirt, and shoes for an important negotiation. I felt unstoppable and well prepared to look sharp in the customer's executive suite.

Young man in a sharp business suit

Another important nonverbal in negotiations is to display your hands, especially in video conference negotiations. Showing your hands improve likability and trust, whereas hiding them makes it appear like you are hiding something.


If you are in a contentious negotiation, nothing works better for warming up the negotiation than a bit of fun and humor. Use small talk to open the discussion and get a quick read on the situation. Here's how:

  • Enter the room with confidence and smiling (remember you are excited to be here, and it will show)
  • Engage in direct eye contact and smile. Say hello, and thank them.
  • Open with a funny line like “OK, you've seen the last of Mr. Nice Guy,” or “Well – let's get ready to rumble.” You want to be appropriate and careful here, and knowing your counterparts well helps make this practical. I'd never recommend this to someone you are meeting for the first time.

You've just launched a trial balloon. The other negotiator (s) will respond in kind or with emotions. Use your EQ to determine if they are weary, desperate, annoyed, or under time pressure to agree. You intended to understand their position and offer a bit of humor. More importantly, it helps you take control.

Post negotiation review & refinement

I hope you've thought of new ways to think about emotion inherent in negotiation and will develop new ways to think about and leverage its impact. One way to keep getting better is to do a post-negotiation review after each meeting. Ask yourself and others who are working with you to discuss the presence of emotions in your position and your counterpart. Rather than simply noticing a partner's anxious tendencies, dive deeper. Was the other person nervous, or were their feelings betraying themselves? Once you identify emotion on your side or the other – then you possess a new set of assets that many people overlook for more substantive cues.

Let us know your experiences. Emotion in negotiation is a big topic that many in sales are only starting to scratch the surface on, so be brave and share (even if you are feeling a little reluctant)!

Billion dollar sales secrets

Billion Dollar Sales Secrets

What are the secrets to more sales?

How do companies grow their sales revenue and create customers who are raving fans? For salespeople, they wonder, “How will I hit my quota so I can buy a new house, buy a new car, take a vacation?” or another dream. Can sales success be learned?

Sales are the great equalizer of dreams. Everyone wants to be like the top salespeople, but nothing happens until a sale. Many look for the easy button to show them the sales secrets they need to become one of the world's top salespeople overnight.

The truth is, I explored some of the best sales tips that have helped me connect with business leaders. My customers were some of the world's largest companies, entrepreneurs who struck gold, and amazing people who were willing to share their secrets with me. I learned from sales experts who shared sales strategies I was able to put to use. I have read sales books and met their author. I'm ecstatic that today, my book, Billion Dollar Sales Secrets, is available worldwide. Amazon, Barnes & Noble, and Books-A-Million are just a few places, including thousands of indie books stores, libraries, and universities. If you want it and can't find it, let me know. I am joining the ranks of many others who share their secrets to sales success.

The early reviews reveal people love it!

A recent editorial review shared: “The book addresses all aspects of selling, from overcoming cold-call jitters to turning one-time successes into long-term opportunities. Its solutions to problems incorporate resources like trust and honesty or using self-awareness to tackle roadblocks in the way. Its fine-tuned advice on issues like planning and delivering stand-out presentations, the eight components of a successful call, and getting the timing right on follow-up efforts draw on Paranteau's years of experience well.” (Forward Reviews, Jan 2021)Hands, clapping, applause

Sales Secret #1: Sales success starts with you.

I finished this last year, on March 5th, 2020. I watched the pandemic's devastating impact hit worldwide, and I knew life would change fast. I told people on my team who were at high risk to go home and prepare. It was the wrong time to release a book. 

Fast forward a year. As the pandemic spread, work didn't stop. It changed. It was a new selling season, not like anything anyone had ever experienced before. The secret was that everyone was making it up as we went, day by day.

Don't you see – that's the secret! The sales secret is staring you in the face. You are enough right now to be successful. You don't have to compare yourself with where you want to be a year from now or the time to grow into the salesperson you are envious of today. The person in your business who has a great car the nice clothes makes selling seem effortless. You know the type. They would undoubtedly get a starring role if they were casting for a movie.

Look in the mirror for your sales secrets

Over the past year, I've cried with customers, partners, and employees too many times. Instead, I dedicated my time to helping thousands of customers save their businesses and transition to a new world of work. And I began to weave new insights into the book. I discovered empathy is critical to sales success.

Sales Secret #2: Learn how to connect with people.

This book isn't about me. It's about you and the real people you know. Everyone sells. People need vital takeaways that will have a more immediate impact today! Sales are the fuel for job creation and the livelihoods of millions. 

Today, I'm saying hello to many people I've never met before. I hope we can become fast friends soon. I've packed fifteen essential selling tips into this book to help you elevate your confidence and sales performance. I want to engage with you and your business.

You are students in college, wondering what the future holds. You're professional sellers and company leaders, CEOs, and “mompreneurs” with a growing family and business or direct marketing dream. You are charities that need donors, consultants selling the future, recruiters getting people back to work, veterans transitioning into a commercial business, small and family business owners struggling to stay afloat, and career-changers looking to put bread on the table. I wanted you to know that I am here to help you!

Sales Secret #3: Be up for a challenge.

The idea for this book started when customers and co-workers asked me to write a book of my sales secrets. The truth is, I didn't have the guts to write it then, and I lacked confidence. I've never seen a Native American business author before and was taking a leap of faith.

In March 2017. I reached a personal objective to sell a billion dollars in less than two years. I realized I was now in a small, elite group. I was confident and ready to share, but I had to learn WHY I was successful. What were my secrets to sales success, and what had all the other sales experts left out of the advice I learned over my career?

I dissected everything I knew about selling, jotting sales concepts onto hundreds of post-its on my wall. I classified and reshuffled these little yellow thoughts. Then I started to write. The results were

Sales Secret #4: Give thanks before and after your success!

It took three years to write this book. I worked full-time while balancing life, school, family, and friends. I wrote early in the mornings on weekends when no one was stirring, and many nights after everyone had gone to sleep. Thanks to technology, my voice dictated into text on my commute to work. I could tell when other drivers cut me off or agitated me by some of the words I later deleted in editing.

Billion dollar sales secrets:  superstar selling tips for all seasons by joe paranteau. Image of the book standing on its edge to display the cover, while it rests on three books on their side.

I enrolled so many fantastic people along the way to help make this book a reality. Above all, I'm grateful for them and their partnership. Andy Earle helped me edit and make sense of how to deliver the most value to readers. G Sharp Design in Charleston, SC, was a fantastic partner. I'm sorry if I'm a little protective; they are family now. 

My family has encouraged me 110%, and I've had a fantastic publicist team and many coaches, mentors, and advisors. My co-workers at Microsoft inspire me daily as we tackle significant challenges. Thank you all! The process has been life-changing. I'm thankful to all my readers who will spend time on the pages of this book. It's my goal to give you the knowledge and confidence to help you on your sales journey.

Sales Secret #5: Plan for tomorrow.

Now comes the work of rebuilding, and sales will take center stage in the recovery. You and the people you know will benefit from these insights, and I can't wait to help you discover more about yourself and what might be holding back your potential. 

In my time selling, I've learned a lot. Many people have influenced my sales career and helped me become the best salesperson I could be and become a great person. I've read many great books across various disciplines that intersect a sales career. I also put some elements into this book that I've never seen from anyone else. After I made mistakes, I thought about why I had never heard about some of these critical aspects of selling.

You don't have to wonder because I gave you all the vignettes to help you today where you are and inspire you for the future.

Check our Chapter 1 for Free

Chapter 1 is available for anyone who wants to see if they like it before buying it on my website. Also, check out my home page as well.

I'm so excited to meet you today! It's my honor to be on your team. Together, we will build your customer base. I want to help ignite your sales performance, dreams, and successes. Now let's change the world, one customer at a time.