Sales Tips for Success: Why Habits Beat Hacks Every Time

I was sitting in the front row. We were an hour into the sales kick-off meeting, and there was plenty of energy in the room to start the day.

The 500 B2B sellers in the room were using a polling app to share their candid, anonymous feedback, so I was dialed into the pulse of the room. The next question came up: In one or two words, what does it take to be successful?

Those two words: Hard Work.

As the word cloud started to form in real time, there was a wide range of answers. But two words quickly stood out from the rest of the cloud as the most popular response. This was a world-class sales organization that knows how to win. They know what it takes to be successful.

Why Hard Work Is Worth It: The Jim Rohn Moment That Changed Everything for Me

After nine months at my first sales job, I still hadn’t made a sale. That’s when Jim Rohn saved me. In one seminar, he set me on fire by sharing information that no school or company was going to provide.

The formula I needed to thrive: Committing to continuing my education + investing a lot more time in mastering my craft.

Happy hour and softball leagues could wait. I couldn’t stomach the idea of getting fired and moving back into my parent’s house to sell baseball cards for beer money. I wanted to succeed. I got to work.

Jim shared timeless wisdom about decisions, discipline and delayed gratification. I was deeply moved. I still have my notes from that night.

“Success is nothing more than a few simple disciplines, practiced every day; while failure is simply a few errors in judgement, repeated every day. It is the accumulative weight of our disciplines and our judgements that leads us either to fortune or failure.” — Jim Rohn

Deep down inside, I wanted to be Jim one day. And who knows, if I were a young person today with all the reach of social media, I might have taken a wild shot in the dark and made my move to become a professional speaker right then. I’m glad I didn’t.

Instead, I put in the 17 years I needed to earn my opportunity to get on that stage. I got really good at sales. When you get good at something, nobody can take that from you. Those experiences matter and it informs my approach to running my own business today.

Sales Has Changed. The Core Skills Haven’t.

We spend a lot of time chasing what’s new in sales.

New markets. New sales tools. New playbooks. Modern sales techniques.

And sure, adaptability matters. The pace of change isn’t slowing down. And it’s fun to test AI prospecting agents and all the new “deal intelligence” platforms.

But in our rush to evolve, we sometimes neglect the core sales skills that don’t change, and those are the ones that consistently lead to the most important outcomes in sales, such as the ability to expertly manage and flawlessly execute the customer decision process.

How important are core skills? Gartner research estimates that focusing on the fundamentals can be 5 times more effective than training on “emerging” skills with unclear applications.

Here are three that I personally work on developing and practicing every day.

Sell From a Position of Intelligence.

You have to understand the customer’s situation, the points of pain, and how you’re uniquely and differentiated and qualified to solve it. That means taking time to understand what’s really going on in the customer’s world and guiding them through the decision process to a place where the natural and logical conclusion is to partner and do business together. That’s not about scripts. That’s about curiosity, empathy, and intelligently leveraging technology to know more.

Loop to Understand and Build Trust

You have to co-create an optimal exchange where the customer is fully engaged. We use a communication sequence called Looping to Understand. Ask effective open-ended questions. Probe for additional insight and information. Then summarize for context and clarity so everybody’s on the same page. That one competency alone increases trust and likability in a negotiation or sales exchange exponentially.

Earn the Commitment with Structure and Safety

Invite the customer into the conversation in a way where the commitment is clear. The fear of change is real — fear of making a mistake, fear of getting it wrong. The value exchange has to be worth the perceived risk. And the risk has to be mitigated by effectively managing the decision process.

Mastering these techniques is a mindset shift. Whether you’re delivering a product demo, handling objections, or helping a decision maker understand specific features of your product or service, the core never changes. These aren’t just tips for sales; they’re the foundation of every successful interaction and the roadmap to closing the deal.

30 Sales Tips for Success (That Still Work Today)

I wrote the original version of this list for my brother Chad. He was stuck in his first sales job—struggling, frustrated, and on the verge of burnout. I’d been there myself, so when he called and asked what to do, I sat down and wrote out everything I had learned about what it really takes to succeed in sales. No fluff. Just the habits that actually moved the needle for me. 

It was never meant to be anything more than a personal note between brothers. But over time, those steps started to take on a life of their own. Chad used them to turn things around—and years later, that same list ended up painted on the walls of the Atlanta Falcons and Dallas Cowboys headquarters. I’ve updated the language over the years, but the foundation hasn’t changed. These steps are about doing the work, mastering the fundamentals, and building the kind of habits that sustain long-term success.

1. Effort Breeds Results

The best performers don’t wait for motivation. They show up and put in the work, day after day. Sales is a performance-based business, and the scoreboard never lies. Results come to those who commit to consistency, grind through the mundane, and treat every interaction like it matters because it does.

2. Education – Get Smart!

Learning is a competitive advantage. Top salespeople are voracious learners, constantly investing in books, podcasts, coaching, and market intel. Staying sharp means you’re always adding value—not just by selling a product, but by delivering insight that makes your clients smarter, too.

3. Presentation

Your presentation is your reputation. Every email, pitch deck, handshake, or Zoom call tells the client who you are and what you represent. Crisp, clear, and compelling presentations don’t just inform; they inspire action. Make every touchpoint count.

4. Enthusiasm Is Contagious

Energy sells. When you show up with passion and conviction, your clients feel it. In a crowded, noisy world, your enthusiasm can be the differentiator that captures attention and builds trust. People don’t just buy products. They buy belief.

5. Product Knowledge

If you don’t understand what you’re selling, how can you expect anyone else to? Deep product knowledge breeds confidence. It allows you to pivot, personalize, and problem-solve in real time. That makes you a trusted advisor, not just a vendor.

6. Training Never Stops

The best never stop practicing. Ongoing training sharpens skills, strengthens resilience, and reinforces culture. Whether it’s role-playing potential objections or refining your follow-up strategy, repetition turns tactics into second nature.

7. Practice

Preparation beats talent when talent doesn’t prepare. Practicing your pitch, refining your messaging, and rehearsing your delivery is the foundation of world-class performance. Champions don’t wing it; they work for it.

8. Ask Effective Questions

Great sales reps listen more than they speak. Strategic questions uncover pain points, surface motivations, and create space for trust. The better your questions, the more meaningful your value proposition becomes.

9. Sell the Benefits

Features inform; benefits sell. Clients don’t care about bells and whistles; they care about outcomes. Tie your pitch to what matters most to them, and paint a vivid picture of how your solution changes their world.

10. Assume the Sale

Confidence closes. When you operate with the mindset that you’re the right fit, you project certainty. Don’t wait for permission. Lead the conversation, remove doubt, and move with purpose toward a decision.

11. Ask for the Order

It’s simple, but too often overlooked. A clear, timely call to action demonstrates confidence and professionalism. If you don’t ask, the answer is always no.

12. Sell Past the No

“No” is not always the end. It can be the beginning of the real conversation. Objections are invitations to deepen your understanding and demonstrate value. Rejection is part of the process. Resilience is the skill that keeps you moving forward.

13. Follow-Up Is Critical

A thoughtful, timely, and value-driven follow-up reinforces trust and keeps the momentum alive. It shows professionalism, attention to detail, and a commitment to your client’s success.

14. Hand-Written Notes

In a digital world, analog touches stand out. A handwritten thank-you note isn’t just a nicety—it’s a differentiator. It signals care, attention, and old-school class that builds lasting emotional connections.

15. Customer Service

The sale is just the start. Your commitment to service defines your reputation. Anticipate needs, solve problems quickly, and always go the extra mile. When you deliver exceptional service, you turn customers into advocates.

16. Building Relationships

People buy from people they trust. Investing in authentic relationships creates long-term opportunities. Go beyond transactions. Learn what matters to your clients, and show them it matters to you, too.

17. Time Management

Your calendar is your scoreboard. Protect your time like your quota depends on it—because it does. Prioritize high-impact activities, batch your day, and eliminate distractions. Intentional time management leads to exponential output.

18. Know Your Competition

To win in the marketplace, you must understand your landscape. Know where you shine. Understanding your competitors lets you sharpen your pitch, challenge assumptions, and confidently position your value.

19. Know Your Clients

Deep insight into your client’s business, goals, and challenges transforms you from seller to strategist. Do your homework, speak their language, and show up like you’re already on their team.

20. Stick to Your Word

Your word is your brand. Integrity builds trust, and trust drives loyalty. If you say you’ll do something, do it. Under pressure, your character becomes your currency.

21. Sell Yourself

Before they buy your product, they buy you. Confidence, credibility, and authenticity are key. Show up as your best self—every call, every meeting, every time.

22. How Prepared Are You?

Preparation is your performance edge. Research the company. Study the decision-makers. Anticipate objections. When you’re ready, you walk in with confidence. And that confidence converts.

23. Goals

Goals create focus. High performers set bold targets and build habits that drive toward them. Whether it’s daily calls or quarterly revenue, define your destination and track your progress relentlessly.

24. Teamwork

Success isn’t a solo act. Lean on your team, share best practices, and celebrate wins together. A strong culture of collaboration elevates everyone and builds momentum that carries through the toughest quarters.

25. Difficult Prospects

The hardest prospects often become the best clients. Lean into the challenge with empathy and persistence. Listen hard, stay curious, and earn the relationship over time. Tough doors open with the right key.

26. Surround Yourself with Success

You are the average of your circle. Spend time with people who challenge you, support you, and raise the bar. Success is contagious so be intentional about who you learn from and lean on.

27. Mentoring

Give and receive mentorship. Being mentored accelerates your growth. Mentoring others clarifies your thinking and strengthens your leadership. It’s a virtuous cycle that makes everyone better.

28. Under Promise – Over Deliver

Build trust by being reliable and blow minds by exceeding expectations. When you consistently deliver more than promised, you become unforgettable. Surprise and delight are your unfair advantage.

29. Last Call

Don’t leave opportunities on the table. That one last follow-up, call, or check-in could make the difference. Be relentless. The best don’t stop when they’re tired. They stop when the job is done.

30. Be Fit – Take Care of Yourself

Your performance starts with your health. Energy, focus, and resilience come from how you fuel your body and mind. Prioritize rest, movement, and mindset—because you can’t pour from an empty cup.

Get to Work and Apply These Sales Tips for Success

Modern sales professionals are navigating longer sales cycles, more informed decision makers, and increased pressure to stand out in a crowded field. But the truth is, while the tools have evolved, the fundamentals haven’t. Successful sales strategies still rely on strong preparation, clear communication, and the ability to deliver effective sales pitches that speak directly to your buyer’s needs.

Sales is still about showing up, solving problems, and staying consistent. That’s what separates top performers from the pack. And every single one of these habits can be taught, coached, and reinforced. That’s what it really takes to improve sales team performance.

Want to build a high-performing team grounded in the fundamentals and ready for what comes next? Let’s talk. Book Ryan’s Sell for Impact keynote