Let’s be honest: sales advice often sounds like recycled motivational posters. But if you’ve ever found yourself rushing through a sales call only to wonder what on earth went wrong, you’re not alone. Years ago, I paced my kitchen rehearsing pitches at warp speed—so nervous I probably could’ve shattered a stopwatch. Over time, I learned to break the mold and, surprisingly, found that the smallest changes produced the biggest payoffs. In this post, I’ll share five offbeat (yet field-tested) ways to boost your sales performance, plus a few unexpected truths about why most folks won’t put in the work. Ready for a detour from the usual? Let’s get real. You must be ready for your internal HVAV sales game.
1. The Pace That Wins: Slow Down to Speed Up
When it comes to sales communication, most people think speed equals confidence. But after 25 years in sales and over 3,800 YouTube videos, I can tell you: slowing down is the real secret to sales improvement. In fact, “It’s a sign of somebody who’s mature in sales is the speed at which they talk.”
Why Fast Talkers Sabotage Their Own Sales
Fast talking is a common pitfall among new or nervous salespeople. You might have seen it in countless sales training videos or podcasts—people rush through their pitch, barely pausing to breathe. This isn’t just a style issue; it’s a symptom of nervous energy and inexperience. When you speak too quickly, you overwhelm your listener, making it hard for them to process your message or ask questions. Instead of building trust, you create distance.
The Kitchen Rehearsal Fiasco: A Lesson in Speed
Let me share a quick story. Early in my career, I would rehearse my sales pitch in the kitchen, timing myself to get through it as fast as possible. I thought speed showed expertise. But when I tried this approach with real clients, their eyes glazed over. They couldn’t keep up, and I lost more deals than I closed. The lesson? Sales performance isn’t about racing to the finish—it’s about guiding your prospect at a pace they can follow.
Slowing Down: The Hallmark of Sales Maturity
With experience, I learned that calm, measured speech is what wins trust. When you slow down, you give your customer space to think, respond, and engage. You also give yourself time to listen and adapt. Mature sales professionals measure their words, and customers notice. They feel respected and heard, not pressured or rushed. This is especially important today, when the ability to summarize responses and communicate clearly is more critical than ever in modern sales communication.
“It’s a sign of somebody who’s mature in sales is the speed at which they talk.”
Practical Tip: Practice Speaking at Half Speed
Want to see real sales improvement? Try this: for one day, practice speaking at half your usual speed. Whether you’re on a call, in a meeting, or recording a video, consciously slow your pace. Notice how your conversations change. You’ll likely find that:
- Your prospects ask more questions.
- You feel less rushed and more in control.
- Your message is clearer and more memorable.
Remember, I’ve created over 3,800 YouTube videos, and my first 500 were way too fast. It took practice and self-awareness to slow down, but the impact on my sales performance was immediate and lasting.
Key Takeaway
Slowing down isn’t just about talking less—it’s about creating space for genuine conversation and reflection. It’s a mark of maturity in sales communication and a powerful way to stand out in a crowded, fast-talking market.
2. Mastering the Art of Asking (and the Power of Curiosity)
When it comes to sales performance, one of the most overlooked skills is the ability to ask powerful, insightful questions. Most salespeople stick to bland, surface-level questions—think, “Do you need HVAC?”—instead of digging deeper to uncover what truly matters to the customer. Effective questioning techniques are the foundation of robust sales discovery, and they can be the difference between a forgettable pitch and a transformative conversation.
Why Most Salespeople Ask Bland Questions
Many sales professionals fall into the trap of asking safe, generic questions. This happens for several reasons:
- Habit: It’s easy to repeat the same script with every prospect.
- Fear: Digging deeper can feel risky or intrusive.
- Lack of Training: Few are taught advanced questioning techniques.
But surface-level questions rarely lead to meaningful insights. Instead, they keep conversations shallow and transactional.
Invented Example: The Power of Better Questions
Consider the difference between these two approaches:
- Bland: “Do you need HVAC?”
- Curious: “What would perfect comfort look like in your home?”
The second question opens the door to a richer conversation, inviting the customer to share their vision, frustrations, and priorities. This is where true sales discovery happens.
Learning from TV Lawyers and Late-Night Hosts
Some of the best questioning techniques can be learned outside the sales world. Watch how attorneys in legal dramas cross-examine witnesses, or how late-night hosts like Larry King draw out their guests. These professionals master the art of asking layered, open-ended questions that reveal hidden motivations and stories.
For example, in police dramas, the energy and intent behind each question can shift the entire conversation. Adopting this mindset in sales means being genuinely curious and persistent—never settling for the first answer, but always probing for the “why” and “how.”
“I made it a mission in my life to say I am one of the best question askers on the planet.”
Practice Makes Perfect: 5,500 Questions and Counting
Mastering sales discovery is not about memorizing a script. It’s about building a toolkit of questions and practicing relentlessly. The speaker, for example, wrote an entire book with 5,500 questions for boardrooms, documenting years of practice and experimentation. By studying interviews, legal cross-examinations, and late-night TV, you can expand your own repertoire and become a more agile, curious salesperson.
Wild Card: Try “Question Tag”
Want to sharpen your questioning skills? Play a round of “Question Tag” with a friend or colleague. The rules are simple: no answers allowed—just rapid-fire questions back and forth. This exercise forces you to think creatively and stay curious, building the muscle memory needed for high-level sales conversations.
Powerful questions unlock prospect motivations, deepen discovery, and set you apart in a crowded marketplace. Make curiosity your secret weapon, and watch your sales performance soar.
3. Unpopular Yet Crucial: Follow-Up, Summarize, Repeat
The Overlooked Magic of Summarizing—And Inviting Corrections
One of the most underused but powerful sales improvement techniques is the simple act of summarizing what your prospect just told you. After every question, don’t just move on—pause and reflect back what you heard. Phrases like, “What I’m hearing is…” or “It sounds like you’re saying…” give your client a chance to clarify, correct, or expand. This isn’t just polite; it’s a trust-building move that ensures accuracy and makes your prospect feel truly heard.
As Jim Camp notes in Start with No, every client has the right to veto. When you summarize, you’re handing them the power to say, “That’s not quite right,” or “You missed something.” This step is often skipped, but it’s where real understanding—and real deals—are forged.
“The mistake that everybody makes is they ask the surface level questions, they don’t ask follow-up questions.”
Persistence Pays: The 7-8 Touch Rule in Sales Follow-Up
If you think one email or call is enough, think again. Sales follow-up statistics show it takes 7-8 touches after the initial contact to close a deal. Yet, most salespeople give up after the first attempt—a huge missed opportunity in your sales pipeline. Are you persistent enough to keep showing up?
Following up isn’t just about being courteous; it’s about rescuing deals from the abyss. Prospects are busy, distracted, and sometimes not ready—your persistence keeps you top of mind and signals your commitment. Each follow-up is another chance to clarify, answer new questions, and move the conversation forward.
Actionable: Go on a ‘Lead Archeology’ Dig
Want a quick way to boost your sales pipeline? Ask your team for a list of old leads—those prospects who went cold six months or even a year ago. Print them out, pick up the phone, and start calling. You’ll be surprised how many are still interested, or are finally ready to talk. Sometimes, timing is everything, and your renewed outreach is the nudge they need.
- Request a list of leads from last year.
- Prepare a simple script: “We spoke a while back—I wanted to check in and see if your needs have changed.”
- Summarize what you remember from your last conversation to show you’ve listened.
- Invite corrections and updates to re-engage the prospect.
Wild Card: Sales Follow-Up Is Like Tending a Stubborn House Plant
Think of your sales follow-up like caring for a finicky house plant. Neglect it, and it withers—no matter how much potential it once had. But with regular attention, gentle check-ins, and a willingness to adjust based on feedback, it can thrive. Your sales pipeline is no different. Consistent, thoughtful follow-up keeps opportunities alive and growing.
If you want to stand out in sales, don’t just ask questions—follow up, summarize, and repeat. Most won’t bother. That’s your edge.
Conclusion: Why Most Won’t (But You Can)—and the Hidden Edge of Effort
After exploring five actionable ways to revamp your sales game, it’s important to recognize a simple truth about sales performance: most people won’t actually do the work. It’s not a matter of intelligence or raw talent. The real difference-maker is effort. As you consider these sales strategies, remember this: “The good news for you is most sales people are lazy. They won’t do it. That’s not you.”
While you’re reading this, many of your competitors are taking it easy—watching sports, playing video games, or relaxing at the bar. There’s nothing wrong with unwinding, but when it comes to sales training and professional growth, those who choose comfort over progress rarely move the needle. The hidden edge in sales isn’t a secret script or a magic question. It’s the willingness to put in consistent effort when others won’t.
Standing out in sales is less about grand gestures and more about daily habits. The top 10% of sales professionals aren’t necessarily the most charismatic or naturally gifted—they’re the ones who show up, refine their pitch, and keep learning. They review their calls, seek feedback, and apply new techniques, even when it’s uncomfortable. They understand that every small improvement compounds over time, giving them a sustainable advantage.
The truth is, most people will read articles like this and nod along, but never take the next step. They’ll bookmark tips and promise themselves they’ll try them “someday.” But someday never comes for the majority. That’s why effort trumps talent in sales. The lazy will never outpace the willing. If you’re willing to do what others won’t—practice your pitch, follow up with prospects, or simply ask better questions—you’re already ahead.
You’re here, investing in your own growth. That alone sets you apart. Your competition is likely distracted, but you’re focused on improvement. This is your hidden edge. Don’t let it go to waste. The real challenge isn’t just learning new sales strategies—it’s applying them. So, here’s your final challenge: pick one tip from this article and put it into action this week. Don’t just read about it—do it. Track your results, reflect on what worked, and commit to leveling up again next week.
Remember, sales performance is built on action, not intention. The path to the top is paved with effort, not shortcuts. You don’t need to overhaul everything at once. Start small, stay consistent, and let your work ethic do the talking. Most won’t bother—but you’re not most people. You’re already proving that by being here, seeking out ways to improve. Now, take the next step and put in the work. Your future self—and your results—will thank you.
TL;DR: Want a shortcut? Slow down, ask better questions, craft smarter follow-ups, summarize client needs, and don’t neglect old leads. Most salespeople won’t put in the effort—but if you do, you’ll leave the competition playing catch-up.
