You get to work in the morning. Your favorite CRM overflows with the names of people who signed up for your product recently. You can also see everyone who’ve been using it for a while. Sound familiar?

Have you ever walked into a doctor’s office and, within a minute or two, they’ve already diagnosed what’s wrong with you?

If you want to build a prospect’s trust, stop acting like a sales hero.

Whether you’re just getting started or you’ve built a career in the world of inside sales, you already know first-hand that sales tactics aren’t just learned in the classroom and immediately applied to driving real business results.

Most founders and engineers don’t consider themselves natural salespeople. It’s not part of their DNA. They’re uncomfortable negotiators. They hesitate to close deals. They lack the confidence to succeed.

I was walking through the Westfield mall in San Francisco when I suddenly hear: “Nice jacket! Where is it from?” I turn around and spot a guy neatly dressed in black plants and a black shirt, standing next to a mall kiosk perfectly located by the huge skylight.

To many, the archetypal salesperson is a deceptive scoundrel who manipulates people into buying something they don’t need. Think used car salesman meets con artist.

Warning: Advanced sales tactics ahead; intended for experienced salespeople only. If you aren’t confident in your abilities, complete our free sales training course first.