Sales strategies examples: 15+ field-proven tactics that work right away

Sales strategies examples for cold calling

Example 1: The 10,000 calls rule of a real estate agent in the USA

The situation: An experienced real estate agent from the USA shared his figures on Reddit: "Most people knock off a few dozen doors or make a few hundred calls and give up. You can't say anything about conversion rates until you're well into the thousands."

The exact procedure: His bill is brutally honest: For 10,000 calls, you might get 1,000 contacts. Of these 1,000 contacts, a good cold caller manages to add 200 people to their database. That means 98% of your calls aren't getting the desired result.

The results: This 2% sets you apart from other callers. The realtor thus built up a profitable real estate company while his colleagues gave up after 50 unsuccessful calls.

Why it works: Cold calling is a numbers game, but most people give up before they reach statistically relevant amounts. If you understand the game, you have a huge advantage over your competition. You also keep frustration in check when you have orders of magnitude in mind.

‍Here's how to apply this strategy: Define your minimum. If you're making cold calls, say, "I'll call 200 companies this week before I evaluate the strategy." Not 20, not 50. Keep a precise record of your numbers: calls, contacts, qualified leads, appointments. Only after 500-1000 calls do you know whether your approach is working.

Example 2: The surprise visit: How transport brokers attract new customers

The situation: A freight broker (transportation broker) from the USA described his most successful method of finding customers on Reddit: "I drive directly to the manufacturers and knock on their doors." While everyone else is trying to get through by email and telephone, he stands in person in front of the office.

The exact procedure: In advance, he researches the companies in his region that regularly have to ship goods. Then he goes there without an appointment. His pitch is simple: "I'm in the area right now and thought I'd briefly introduce myself. I help companies like yours reduce their transportation costs."

The results: His success rate is significantly higher than that of cold calls or emails. Why? Because no one expects it and he immediately shows that he is prepared to put in effort for potential customers.

Why it works: Personal presence breaks through the digital noise. You show initiative and commitment before business is even discussed. It's also harder for people to brush you off when you're standing in front of them.

Here's how to apply this strategy: Make a list of the top 50 companies in your region that might need your product. Plan routes: which 5-8 companies are close to each other? Prepare a 30-second pitch that sparks curiosity instead of trying to sell right away. Important: go without any expectation of closing a deal. The aim first is to secure a meeting.

Example 3: Overcoming phone anxiety (Advice from a sales manager)

The situation: James Thomas, Head of Outbound Sales at a software company, observes the biggest problem new sellers have: "Phone fear. Many new sales reps have a natural resistance to cold calling."

The exact procedure: His advice is pragmatic: "Ask an experienced colleague, read books, and then: PICK UP THE PHONE! Practice makes perfect for prospecting and cold calling." He lets new employees listen to experienced colleagues first, then call together, then alone — but with immediate feedback.

The results: Teams that use this structured approach have a 60% higher cold calling success rate than those that throw new employees in at the deep end.

Why it works: Phone anxiety is normal but surmountable. The trick is not to reinforce anxiety through avoidance, but to reduce it through controlled exposure.

Here's how to apply this strategy: If you're new to cold calling: start with 5 calls a day to companies that are guaranteed not to be your target customers. Practise opening a conversation without pressure. Increase by 2-3 calls every day. After two weeks, you're calling real target customers — but the anxiety is gone because calling has become routine.

Sales strategies examples for warm leads

Example 4: The feedback trap; How Wax & Wick made 5,000 dollars in one day

The situation: The founders of Wax & Wick, a soy candle start-up from Chicago, originally wanted to make candles just for men. Instead of selling directly, they went to the Reddit Malelivingspace subreddit and wrote a short post about their idea, including a request for feedback.

The exact procedure: They introduced themselves, explained their vision of "real" scents instead of artificial ones, and asked the community for their opinions. No sales pitch, no product presentation. Just: "We have this idea, what do you think about it?"

The results: Over 130 positive comments flooded in. People offered help, shared their own experiences and — as a side effect — ordered immediately. In a single day, they made 5,000 dollars in revenue.

Why it works: People like to help, especially when they can feel like experts. Anyone who asks for advice instead of immediately building up sales pressure builds trust instead. The community saw the founders as "one of us", not as sellers.

Here's how to apply this strategy: Identify online communities where your target customers spend time. Ask a real question about your product or service: "I'm thinking of solving [Problem X] for companies like yours. How are you currently dealing with this?" Important: the question must be genuine. You really need to be willing to adjust your offer based on the answers.

Example 5: Open house as a lead magnet; the systematic approach of a US real estate agent

The situation: An experienced real estate agent shared his open house strategy: "On average, I received around one solid lead per open house. Not always an immediate consultation, but at least an invitation to follow up."

The exact procedure: He always did his homework: knew the area perfectly, had researched comparable properties and thus positioned himself as an expert for the area. Instead of selling the house, he sold his knowledge. He said to every visitor: "The house here is probably not a perfect fit for you. I would be happy to show you other properties that could better suit your needs."

The results: He won one qualified lead per open house. With 4 open houses per month, that was 48 new leads per year — enough for a profitable real estate agency.

Why it works: He didn't sell the house; he sold himself as a problem solver. Anyone who goes to an open house is looking for a property anyway. Instead of hoping that exactly this property would fit, he offered better alternatives.

Here's how to apply this strategy: At events, trade shows, or presentations: don't focus on selling your current offering. Gather information about visitors' real needs. Then say: "We solve what you describe differently and better. Can I show you how?" In this way, every event visit becomes a potential lead.

Example 6: Email signature review request; the systematic review build-up

The situation: A successful real estate team in the USA included a simple line in all email signatures: "If you feel we've provided 5-star service, feel free to leave us a review [link]."

The exact procedure: The request for reviews runs automatically with every email. In addition, they actively ask for reviews at two points in time: when the contract is signed and when the deal is concluded.

The results: A continuous stream of positive online reviews, which in turn attract new customers. The reviews work as social proof and reduce the effort involved in acquiring new customers.

Why it works: Most satisfied customers don't leave a review — not because they're dissatisfied, but because they don't think about it. A polite, automatic reminder solves the problem.

Here's how to apply this strategy: Include a review request in your email signature, but make it conditional: "If we've helped..." Define the best points in your sales process for active review requests. Make it as easy as possible: a direct link to the review platform, not just "rate us somewhere".

Sales strategies examples for online

Example 7: Community-first selling; How Peak Design succeeds on Reddit

The situation: Peak Design, a camera accessories manufacturer, has understood that Reddit users hate advertising. Instead of promoting their products, they engage authentically in photography communities and help users with specific problems.

The exact procedure: When someone in r/photography asks "Which camera strap is best for hiking?", a Peak Design employee answers with detailed advice, including on competing products. Only at the end does he mention in passing: "By the way, we've also developed a strap specifically designed for exactly these situations."

The results: Peak Design has built a loyal community that voluntarily recommends their products. Their Reddit posts regularly get hundreds of upvotes and genuine discussions.

Why it works: People trust advisors, not sellers. Whoever helps first and then sells builds credibility. The community sees Peak Design as "one of us", not as a disruptive factor.

Here's how to apply this strategy: Find online communities (Reddit, Facebook groups, forums) where your target customers are active. Help there regularly with problems without mentioning your product. If you've earned trust and a question fits your offer perfectly, mention it as one of several options. Rule: Help 10 times, sell 1 time.

Example 8: Content as trust-building; The DIY tool seller

The situation: An online seller of DIY tools spent a year writing guides and tips for using his products. Instead of publishing product descriptions, he created genuinely valuable content.

The exact procedure: He wrote detailed tutorials: "How to renovate your bathroom in 3 days", "10 kitchen planning mistakes", and similar guides. In every article, he only mentioned his tools when they were really relevant.

The results: After one year, his organic traffic increased by 300%. Much more important: his conversion rate doubled because visitors trusted him even before they came to his shop.

Why it works: Content marketing builds expertise. Anyone who proves they know their subject is more likely to be accepted as a seller. In addition, people who already have a problem find him through search engines.

Here's how to apply this strategy: Write an article every week that solves a real problem for your target customers — not about your product, but about their challenges. Example: instead of "Our CRM is the best", write "5 signs that your sales process is broken". Only link to your offer if it really is the best solution to the problem described.

Example 9: Social media prospecting: A B2B seller's LinkedIn strategy

The situation: A B2B software seller does not use LinkedIn for spam messages, but for intelligent customer acquisition. He regularly comments on posts from his target customers and builds relationships before he sells.

The exact procedure: He follows managing directors of companies with 50–200 employees. When they post something about problems in their business, he comments helpfully, with no intent to sell. After 2–3 valuable comments, he sends a message: "I've been following your posts about [problem]. We help companies like yours with exactly these kinds of challenges. Do you have 15 minutes for a conversation?"

The results: His response rate is over 60% because recipients already know him as a helpful contact. His conversion rate from LinkedIn conversation to deal is three times higher than with cold outreach.

Why it works: He doesn't sell to strangers, but to people who already perceive him as competent. Through his comments, he demonstrates expertise and genuine interest in their problems.

Here's how to apply this strategy: Identify 50 people in your target audience on LinkedIn. Follow them and turn on notifications for their posts. Comment helpfully on their posts for at least 2 weeks. Only then contact them directly. Your message should reference their posts and promise concrete value.

Sales strategies examples for relationship building

Example 10: The niche dominance strategy; how a dropshipper outstripped his competition

The situation: A Reddit user shared how he stopped fighting in overcrowded markets as a dropshipper. Instead of selling "Miracle Kitchen Gadgets" like everyone else, he found a tiny niche: portable water bowls for pets.

The exact procedure: He discovered the demand on the r/PetSupplies subreddit. There, dog owners regularly asked for practical solutions for on the go. Instead of casting a wide net, he focused only on this one product and became an expert in it.

The results: Within a few weeks, he had his first orders. Since the niche was small, everyone in the community soon knew his shop. Word of mouth worked perfectly.

Why it works: In small niches, you can quickly become the expert. Instead of fighting 1,000 competitors, you're competing with 5. Your customers know each other and recommend you to others. (See also: Red vs. Blue Ocean Strategy)

Here's how to apply this strategy: Analyse your market: which area is underserved? Instead of "software for restaurants", focus on "software for vegan restaurants". Become the first port of call in this niche. Visit their events, understand their problems, speak their language. Once you dominate the niche, you can expand later.

Example 11: Value-before-sale principle; the consulting approach of an IT service provider

The situation: An IT service provider from Germany completely changed his approach. Instead of selling his services, he first offered free 30-minute consultations — with no hidden sales intent.

The exact procedure: In the 30 minutes, he analysed the company's IT setup and gave specific, actionable tips. When he was unable to help with problems outside his expertise, he honestly referred them to specialists and still gave practical tips for handling the situation. Some tips immediately saved companies money or time.

The results: 70% of companies came back with real projects within 6 months. His orders grew because customers already trusted him. Referral rate rose to over 80%.

Why it works: People buy from consultants, not sellers. Whoever delivers value first without expecting anything builds enormous trust. The company thinks: "If he gives us such good advice for free, how good will his paid service be?"

Here's how to apply this strategy: Define a free offer that creates real value. Examples: "Free security analysis of your website", "Free tax advice for founders", "Non-binding marketing check". Important: you must also be prepared to advise customers who will never buy anything. That is the price of credibility.

Example 12: Follow-up systems & the 3-touchpoint rule

The situation: An insurance broker from Switzerland found that most sellers give up after the first "no". He developed a system with exactly three follow-ups that don't annoy — they create value.

The exact procedure:

• Follow-up 1 (after 1 week): send an article or study that is relevant to the customer, with no sales angle
• Follow-up 2 (after 1 month): share an update on changes in the industry or new funding opportunities
• Follow-up 3 (after 3 months): ask a specific question about a problem that was mentioned in the initial conversation

The results: 40% of his "no"s turned to "yes" within 6 months. Customers regularly said: "You're the only broker who really helps us instead of just selling."

Why it works: Most follow-ups are spam: "Have you decided yet?" His follow-ups bring new value every time. He also shows that he takes notes and really listens.

‍Here's how to apply this strategy: Create three standard follow-up templates that all create value instead of selling. Schedule them firmly in your calendar. Take notes during every initial meeting that you can use for personalised follow-ups. Rule: every follow-up must help the recipient, even if they never buy from you.

Sales strategies examples for closing techniques

Example 13: The continuity rule

The situation: A B2B salesperson from Germany made an observation: most sales conversations ended with "We'll get back to you", but then nothing happened for weeks. He completely changed his approach.

The exact procedure: At the end of each conversation, he asks: "What are the specific next steps?" He then defines together with the customer: who does what by when? Example: "You talk to your IT manager by Friday, I'll send you the technical details by Wednesday. Then we'll call on Monday at 2 p.m. and discuss his questions."

The results: His conversion rate from conversation to close doubled. Deals were closed 40% faster because no time was lost due to ambiguity.

Why it works: Vagueness kills deals. The sales process only keeps moving if both sides make concrete commitments. The customer feels taken seriously and takes action themselves.

Here's how to apply this strategy: Never end a sales conversation without a specific next step. Ask directly: "What do you need from me to be able to make a decision?" Then: "By when can you review this?" Always agree on the next appointment before the current conversation ends. Note down the commitments and follow up.

Example 14: Value Trading Rule; value for commitment

The situation: A software seller found that customers wanted free demos, trial periods and advice — but then disappeared. He introduced the "Value Trading Rule": for every service on his part, he required a commitment from the customer.

The exact procedure:

• "I would be happy to create a customised demo for you. For that, I need three of your department heads to be present."
• "I would be happy to send you a detailed cost analysis. In return, I expect you to provide me with your current figures by Friday."
• "A 30-day trial period is possible. The prerequisite is that we hold an interim feedback meeting after 15 days."

The results: Only serious prospects remained in the process. His closing rate rose from 15% to 35% because he only worked with qualified leads.

Why it works: People value what they have to give something for. Anyone willing to invest time or effort is genuinely interested. Free services, on the other hand, are often not appreciated.

Here's how to apply this strategy: Define a corresponding commitment from the customer for each free service you offer. Frame it as a fair exchange: "So that I can make you the best possible proposal, I need..." Important: the commitment must be proportionate — not too small, not too large.

Example 15: The directness strategy; just ask

The situation: An insurance broker realised he was beating around the bush instead of asking directly. After coaching, he changed his closing technique radically: he simply asked directly.

The exact procedure: After his presentation, he said: "Based on what we've discussed — would you like to work with me?" No complicated closing technique, no tricks. Just the direct question.

The results: His closing rate immediately rose by 25%. Customers appreciated his directness and gave clear answers — even when they said "no", he learned the real reason.

Why it works: Most people are waiting to be asked. Sellers often keep talking for too long even though the customer is already ready to buy. Directness is perceived as a strength.

Here's how to apply this strategy: After your presentation or offer, ask directly: "Would you like to do that?" or "Shall we get started?" Then stop talking and wait for the answer. If "no", ask: "What would have to be different to make it work for you?" Don't be afraid of the direct question — it brings clarity to both sides.

Tips: 15 immediately applicable sales tactics

Mindset and attitude tips:

• 1. Redefine failure: One US real estate agent said: "Failure doesn't exist when you're working towards your goal. Real failure is just inaction. Every conversation is a win — either you get an appointment or you learn something."
• 2. Detach from the outcome: "The hardest part was learning to completely detach from the outcome. That completely changed my attitude towards sales and life." Less pressure, better conversations.
• 3. The niche rule: "Don't be like every other broker. Have a niche, something you do better than everyone else. Otherwise you'll be crushed." Specialisation beats generalisation.

Conversation tactics tips:

• 4. Active listening instead of talking: "Smart questions and reliable notes move a sales conversation much further forward than simple yes/no questions."
• 5. Social media as a research tool: A successful salesperson uses Instagram and Facebook to find out what's on their customers' minds before calling them.
• 6. The price anchor trick: Always start with your premium offer. When the customer says "too expensive", your standard offer suddenly looks affordable. "Here is our full service for 5,000 CHF... or alternatively the basic version for 2,500 CHF."

Timing and persistence tips:

• 7. The optimal call times: One Reddit user found out: "10 a.m. and 7 p.m. work best. One or two posts a day, no more."
• 8. Perfect review timing: Ask for reviews at two points in time: when the contract is signed and when the deal is finally closed. Not earlier, not later.
• 9. 60-day content experiment: "I posted content every day for 60 days. My website visitors increased by 50% per day. With the numbers, the leads also improve."

Digital selling tips:

• 10. TikTok for B2B: B2B customers also use TikTok. A salesperson tested 5 different creatives for $50, got feedback on Reddit and doubled their conversion rate.
• 11. Voice messages instead of email: "I send 30-second voice messages instead of long emails. The open rate is 95% because it is more personal and requires less effort to consume."
• 12. Use WhatsApp Business: A B2B seller won 40% more appointments after switching to WhatsApp for appointment coordination. "Customers respond within minutes instead of hours."

Psychological levers:

• 13. The scarcity effect: "We only have 3 appointment slots left this week" works — but only if it's true. Real scarcity creates real urgency.
• 14. Use name-dropping correctly: Mention successful customers: "Company X saved 30% on costs with this solution." But only with their consent and without revealing any details.
• 15. The objection reversal technique: Customer: "It's too expensive." You: "Expensive compared to what?" Let them question their own objections instead of immediately justifying yourself.

Bonus tip: "If you're unsure whether your selling method is working, test it on 1,000 contacts. Not on 10, not on 100. Only then will you know if it holds up."

Recommendations on sales strategies

Chris Do

Chris Do is the founder of "The Futur" and former Creative Director of the design agency Blind. An Emmy Award-winning designer who has worked for major brands including Nike, Microsoft and Sony.

• Video on handling objections: How to Respond to the 3 Most Common Client Objections in Sales
• Article & video on sales call preparation: Pre-Call Ritual Guarantees You Close More Sales by Chris Do

Simon Sinek

Simon Sinek is the author of "Start with Why" and one of the most-watched TED speakers of all time (over 60 million views). He advises Fortune 500 companies and military organisations.

• Video on the community-first approach: How Great Leaders Inspire Action (TED Talk)
• Video on building trust: Why Good Leaders Make You Feel Safe (TED Talk)

High-selling websites and apps

Many strong sales strategies work digitally today. While you're selling in person, your website or app works for you 24/7 — if it's set up correctly. Here you'll find more of our articles:

• A well-thought-out booking platform automatically sells your appointments, courses or services. Customers book themselves, pay directly and you gain time for more important sales conversations.
• A professional online platform positions you as a premium provider. Instead of justifying prices, customers ask: "When can we start?"
• The right app development brings you directly to your customers' smartphones — where buying decisions are made today.

Do you already have a project in the pipeline and ideas on the table? Get in touch with us and our team at Axisbits will show you how we can support you. You can find successful projects in our portfolio.

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