9 Ninja Sales Tactics Almost No One Knows

Sometimes you hear a tactic so powerful that it completely changes the game. So simple an idiot could implement them, but incredibly powerful as well.

God, I love these hacks!

I’m just putting the finishing touches to some sales training I’m delivering next week and thought I’d share some nuggets from that training session. If you’re interested in learning all my secrets, I’ve just announced the next London training workshop for 8th January.

Enjoy!

1. “What’s the name of the project?”

It’s a single question that reveals everything. If there’s a named project, there’s almost always a sponsor, a timeline, and a budget. If there isn’t, you’re in a polite conversation with no real traction. Ask early. “What’s the name of the project this would support?” “Who’s sponsoring it internally?” “What date are you working back from?” If they don’t know, you’re in shaping mode, not closing mode. Adjust your plan and expectations accordingly.

2. The RFP video message

RFPs pretend to be logical. They’re not. People pick vendors. And people buy from those who make them feel prioritised. If you’re submitting a proposal, record a short video message from your founder or a senior exec, addressed directly to the buyer’s team. Have them acknowledge what the client is trying to achieve, why it matters, and how your company will personally commit to their success. It’s a small gesture that cuts through a stack of anonymous PDFs. It tells the buyer they’re important. That matters far more than another paragraph about your features.

3. Stop wasting your audience’s peak attention

Most presenters open with corporate hygiene: who we are, how many offices we have, what awards we’ve won. It’s the worst possible way to start. The first five minutes of any meeting are when your audience’s attention is highest. Don’t waste it on trivia. Begin with their world, not yours. Show you understand the problem, the cost of not solving it, and the opportunity ahead. Once you’ve earned attention, then you can explain how you help. Save your credentials and logo slide for the end.

4. The unconventional trust builder