There’s always a new sales hack making the rounds. It could be an AI-powered email writer or a LinkedIn hook that promises an influx of leads. The thing is, though, that these flashy, new tactics rarely accomplish much. It’s the basics, like following up and asking for the sale, that move the needle.

Jeb Blount, Jr. knows that many sales reps want the hacks and the quick fixes. But he also knows that sales success isn’t achieved with slick shortcuts but with time-tested fundamentals. If you want to win more deals, he recommends doing the basic stuff better. We share his thoughts in this issue of PromoPro Daily.

1. Picking up the phone. Whether you’re making cold calls, warm calls, setting up call blocks or following up, Blount says the phone remains your fastest path to success. It’s also the most avoided activity. Most reps send 5 emails and then give up, he says. If you want to close the deal, make the call and have the conversation.

2. Asking better discovery questions. Instead of pitching right away, do more digging. Blount says the best reps are curious rather than convincing. They lead with questions that uncover pain, urgency and decision dynamics. You don’t earn trust by explaining, Blount says, but by understanding.

3. Expertly handling objections. Want to get better at handling objections? You have to make it a habit to practice. The more you practice, the less likely you are to be caught off guard when the prospect says, “I need to think about it.”

4. Following up. The sale is almost never made on the first call, the second call or even the fifth call, Blount says. Yet many sales reps give up after just 2 calls. They feel rejected and embarrassed. Or they might think, “I don’t want to be a bother.” You’re not bothering them, Blount says, but solving a problem they can’t fix on their own.

5. Asking for the sale. Many reps are afraid to ask because they don’t want to hear “no.” However, asking is part of the process, Blount says. If you’re not hearing “no,” you’re not asking enough. Remember: You’re a promo pro. Your job isn’t to make the prospect feel warm and fuzzy but to guide them to a decision. That means asking with courage and confidence, Blount says.

There will always be a new tool or strategy to try, but you don’t need to jump on every trend to be successful. Instead, focus on doing the basic tasks better. Activities like picking up the phone or asking more thoughtful questions can make a big impact. If you’re feeling stuck, don’t get distracted by the shiny, new tips but return to the fundamentals that work.

Compiled by Audrey Sellers
Source: Jeb Blount, Jr. is the marketing manager for Sales Gravy.