
Sales Advice by John Barranco, PRIME Co-Founder & VP of Business Development
When I first entered the world of sales, the landscape was a lot different from today. There were no digital tools, no social media ads, and no CRM systems to track your every move. Instead, success hinged on a firm handshake, genuine connections, and the relentless drive to get the job done. While times have changed, many of the techniques from those days remain just as valuable—if not more so—in our modern, tech-savvy world.
Here are some of the top tips and tricks from that era that still resonate with me today:
1. Master the Personal Touch
Relationships are the bedrock of successful sales. Back then, a firm handshake and good eye contact were non-negotiable. These simple gestures build trust and confidence.
Pro Tip: Teach your kids the importance of a strong handshake and steady eye contact—skills that will serve them for life. Also, show clients you care by going the extra mile. If I know a prospect loves wine, I’ll bring them a bottle during a visit. It’s a thoughtful gesture that shows you’re paying attention.

2. Cold Calling with Confidence
The phone was once the lifeline of every salesperson. Cold calling required persistence, a well-rehearsed pitch, and a thick skin.
Pro Tip: To this day, I love cold calling. It’s how I’ve forged some of my best professional relationships. Practice makes perfect—work on your tone, and don’t sound robotic.
3. The Art of Storytelling
Back then, sales pitches often involved telling relatable stories. Rather than listing product features, we painted pictures of how our solutions could change lives.
Pro Tip: Listening is just as important as storytelling. Take notes during meetings, and align your pitch with the client’s unique needs.

4. Overcoming Objections
In the old days, salespeople anticipated objections and had tailored responses ready. Techniques like reframing concerns helped turn “no” into “yes.”
Pro Tip: A cookie-cutter approach won’t cut it. Always customize your proposals to meet the client’s specific needs.
5. Dress to Impress
Appearance was a big deal—and still is. Whether meeting clients at their homes or in a boardroom, dressing sharply showed respect and credibility.
Pro Tip: While the world has gotten more casual, a neat, professional look never goes out of style.

6. Leverage Referrals
Before online reviews, referrals were the gold standard. Satisfied clients often recommended salespeople to their friends and colleagues.
Pro Tip: Be a referral source for your clients. Helping them beyond the sale adds immense value and strengthens relationships.
7. Keep a Rolodex
The Rolodex was an essential tool for staying organized and personalizing follow-ups. While it’s been replaced by smartphones and CRMs, the principle of meticulous record-keeping remains vital.
Pro Tip: Keep detailed notes about clients and prospects. It shows you care and makes future interactions more meaningful.

8. Offer Exclusivity
Creating urgency was a common tactic: “This deal is only available until Friday” or “This is a limited edition.”
Pro Tip: Use FOMO (fear of missing out) to your advantage. Everyone loves a good deal, but they need a reason to act fast.
9. Practice the “Assumptive Close”
Rather than asking, “Would you like to buy this?” salespeople would assume the deal was done: “Which payment method works best for you?”
Pro Tip: Don’t be afraid to discuss budget early on. It saves time and ensures you’re a good fit for each other.

10. Field Sales Presence
Knocking on doors, attending chamber meetings, and participating in networking events helped establish a strong local presence.
Pro Tip: Community involvement shows you’re committed to serving others. It’s good for business and even better for the soul.
11. Sales Training Programs
Formal training sessions and motivational seminars were once the norm. While I’ve never been a fan of role-playing, I do find value in self-help podcasts and sales seminars.
Pro Tip: Find what works for you. Whether it’s a podcast, book, or seminar, continual learning is key to staying sharp.

12. Charisma and Connection
Sales has always been about connection. Humor, light-hearted banter, and genuine interest in clients’ lives made all the difference.
Pro Tip: Create added value by going the extra mile. If a client’s son is job-hunting, offer to connect them with your network. Small acts of kindness build long-term loyalty.
13. Be Persistent, Not Pushy
Following up—whether through phone calls or handwritten notes—was an art form. But knowing when to back off was equally important.
Pro Tip: Consistency is key, but don’t overdo it. If someone’s not responding, give them space. No one likes a pushy salesperson.

Sales may have evolved with technology, but the core principles remain unchanged. It’s still about building relationships, listening to clients, and going the extra mile to show you care. Whether you’re cold calling or using the latest CRM, these timeless techniques can help you thrive in today’s business landscape.
Ready to transform your business with expert guidance and innovative strategies? Contact PRIME Business Advisory Solutions today and take the first step toward uncommon growth. Let’s build your success story together.
