4 Surprising Tricks for Selling More By Doing Less



I’m going to let you in on a little secret: Some of the most successful salespeople out there are also the laziest. It’s true! Salespeople can be “lazy” and still regularly outperform all of their competitors. How do they do it? By implementing a strategically lazy sales approach that helps them close more sales without doing more work.

Combine sales automation with these four surprising tricks for selling more by doing less and you'll be unstoppable:

1) Just sell.

Take a look at your to-do list. How many daily tasks and responsibilities do you have outside of selling your product or service? Delegate everything on your list -- besides actually selling­ -- to somebody else. When you dedicate 100% of your energy to selling, and get rid of the superfluous tasks and “busy work” that waste your time, you’ll end up having way more time than you need. That means you’ll be closing more sales than you ever have before, and you’ll still be left with free time to spend however you’d like.

2) Say goodbye to low-level buyers.

Quit selling in the trenches -- and start aiming for ideal prospects with the decision-making power and the budgets to invest in your product or service. To the best of your ability, only sell to executives. Your pipeline should be completely rid of buyers. If you can’t sell to presidents and CEOs, at least begin selling at a higher level than you are right now.

3) Let the tiny fish go.

If you want to do less but sell more, you absolutely must focus exclusively on big sales. Think about it this way: 100 sales at $10,000 or five sales at $200,000 will both result in a million dollars of revenue. However, they require vastly different amounts of work and effort.

Refer tiny sales opportunities to someone who will appreciate them, but don’t prioritize them yourself. From now on, only go after the big fish, and you’ll see your sales become more profitable with less time and effort required.

4) Trade cold calls for referrals.

There are two ways you can reach out to new prospects: You can make cold calls all day or you can ask everyone you know for referrals through introductions, a great way to speed up your sales cycle.

Cold calls are more difficult and less effective than introductions. They also take way more time. If you want to be both lazy and successful, you have to hold yourself accountable to asking for introductions all the time. Set a measurable goal for introductions each week -- and stick to it.

Now that you know these four surprising tricks for selling more, by doing less, what will you do differently in your own sales approach? No matter what industry you sell in, these tips can have a dramatic effect on your sales numbers in a short amount of time.

While you’re busy transforming your selling system, check out this powerful special report on the three closing questions you must ask to close the sale. What changes will you make to become lazier yet more successful? Share your thoughts in the comments below.

HubSpot CRM