Technique: Turning Skill Into Results
“Skills without practice are like tools in a box — they won’t get the job done unless you use them.”
I’ve said this to countless salespeople over the years, and it never gets old. You can memorize scripts, read every book, and watch every webinar — but if you don’t put your skills into action, deals will slip through your fingers.
Technique is the bridge between attitude and behavior. You might show up with the right mindset and stick to your routines, but without sharp, practiced skills, results won’t follow.
One Skill Can Make a Big Difference
Let’s talk about a skill that often separates the average salesperson from the top performer: questioning. Questioning clients, and first, yourself.
Let’s start by going back to last week and check how you're evolving that head trash removal. What techniques can you use to check yourself when you fail and when you get it right?
- “Would I speak to someone I love this way?” — This helps you catch self-talk that’s harsh or critical and replace it with compassion.
- “Is this thought helping me move forward or holding me back?” — This shifts your focus from judgment to usefulness, reminding you that not every thought deserves your belief.
- “What’s the truth — not the story — behind this thought?” — This invites you to separate facts from assumptions, calming emotional spirals and regaining perspective.
And when you get great at asking questions to yourself, you also feel empowered to ask questions to a client.
Good questions don’t just gather information — they guide the conversation, uncover hidden objections, and create a partnership with your client. For example, instead of asking, “Do you like this product?” try:
“What would need to happen for this solution to make your life easier?”
Notice the difference? One invites a yes or no. The other invites insight, ownership, and engagement.
I remember a meeting where I completely flipped a potential “no” into a “yes” just by asking better questions. It wasn’t luck — it was technique in action (that started with me with my mindset in the right place). I also remember many that I simply didn’t ask questions and, of course, I left without anything.
Practicing Skill, Not Just Knowing It
Here’s the catch: knowing a skill isn’t enough. You have to practice it deliberately. That means taking one skill at a time, applying it, reflecting on the results, and refining it for the next meeting.
Think of it like golf. You could watch 50 YouTube videos on your swing, but until you actually hit the ball — and adjust based on feedback — you won’t improve. Sales works the same way.
Two Things to Try This Week
- Pick one skill to focus on. Maybe it’s objection handling, closing techniques, or your questioning style. Stick with that one for a week and measure your results.
- Role-play for 30 seconds each day. Yes, 30 seconds. Grab a colleague, friend, or even talk to yourself in the mirror. Repetition builds comfort, confidence, and fluency. Soon, it will feel natural — like second nature.
Technique isn’t just about learning more tricks. It’s about making what you know work for you consistently. The skills you master become your secret advantage — the difference between deals lost and deals won.
If that makes sense to you, schedule a discovery call and let’s have a chat where I can give you a few more ideas on how to practice your techniques.
Talk soon,
Tati
