Let’s talk about traditional sales tactics. You know the ones I’m talking about. The “limited time offer” that somehow gets extended. The “I just need to check with my manager” routine that’s as fake as a three-dollar bill.
Or the classic, “What would it take to get you to say yes today?” line that makes your skin crawl.
Here’s the thing about traditional tactics: they might work in the short term, but they always show.
And when they do, they destroy trust faster than you can say, “I’ll throw in a free upgrade.”
Why?
Because people aren’t stupid.
They can smell manipulation a mile away.
And once they sense you’re playing games, they’ll shut down.
Even if they don’t call you out on it, they’ll remember how you made them feel.
And that feeling? It’s not good.
The truth is, sneaky tactics are a sign of desperation.
They scream, “I need this sale more than I care about you.”
And that’s the exact opposite of what builds trust.
Trust comes from transparency.
It comes from being upfront, honest, and real.
It’s about showing your prospect that you’re not here to sell them something they don’t need.
You’re here to help them solve a problem.
But here’s the catch -- you can’t fake transparency.
You can’t pretend to care about someone’s best interests while secretly trying to manipulate them.
People will see right through it.
So, how do you avoid falling into the tactics trap?
First, stop focusing on the sale.
Shift your mindset from “How can I close this deal?” to “How can I serve this person?”
Second, be willing to hear the truth, even if it’s not what you want to hear.
If your prospect isn’t ready to move forward, don’t push.
Instead, ask questions that uncover what’s really going on.
“Is this something you feel ready to explore further, or is the timing not quite right for you?”
That kind of honesty is refreshing.
It shows your prospect that you’re not just another salesperson trying to hit a quota.
You’re someone they can trust.
And finally, let go of the need to control the outcome.
When you stop trying to steer the conversation toward a sale, you create space for real connection.
And that’s where the magic happens.
Because when people trust you, they’ll open up to you.
They’ll tell you the truth about their needs, their challenges, and their hesitations.
And when you know the truth, you can actually help them.
So, ditch the traditional tactics.
They might get you a quick win, but they’ll cost you in the long run.
Instead, focus on building trust.
Because trust isn’t just the foundation of selling -- it’s the whole game.
Related: Is It Time to Fire Your Sales Coach?
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.