Stop Selling Like It’s 1999: These Tactics Are Killing Your Pipeline

Sales used to be about being the loudest voice in the room. Now? It’s about being the most useful.

But here’s the problem, there is a lot of sales advice floating around, especially in logistics, that is completely outdated. To be honest, some of it never even worked to begin with. And worse, it’s still being taught like gospel.

If you’ve ever been told to "always be closing" or "don’t take no for an answer,” this one’s for you. Here are six sales tactics that need to die already, and what to do instead if you actually want to build trust, book meetings, and close deals (without being annoying as hell).

1. Outdated: “Always Be Closing”

This line is from a movie, it’s not an actual strategy. And yet somehow it’s become the sales motto people can’t let go of.

Why it doesn’t work:
No one wants to feel like they’re being sold to every second of a conversation. When you’re constantly steering things back to your product or service, it stops being a discussion and starts being a pitch.

Try instead: Always Be Helping.
Ask yourself: “How can I make this person’s day easier?“ That might mean sharing an insight about their supply chain, recommending a complimentary tech, or even saying, “Hey, I don’t think we’re the right fit, but I know someone who is.”

Example:
Instead of ending a call with “So can I get 15 minutes on your calendar next week?” 

Try: “Here’s a quick resource on the port delays you mentioned. Let me know if it’s useful, I’m happy to keep you updated as things evolve.”

That builds trust. And trust is what actually closes deals.

2. Outdated: Mirror Their Energy to Build Rapport

You’ve probably heard this one before: “If they talk fast, you talk fast. If they’re serious, be serious.” It sounds harmless until it turns into an awkward impression.

Why it doesn’t work:
People can tell when you’re faking it. And forced rapport is worse than no rapport at all.

Try instead: Be genuinely curious. Ask better questions. Listen more than you talk. Mirror their priorities, not their personality.

Example:
If a shipper mentions they’re struggling with carrier compliance, don’t pivot to a product pitch. 

Say: “That’s something I hear a lot, are you finding the issue’s more with safety ratings or tracking visibility?”

You’re showing that you understand the landscape and that you’re not just here to talk, you’re here to listen and understand.

3. Outdated: Cold Emails with Value Props + CTAs

Let’s be real, everyone's inbox is a graveyard of "quick introductions" and "value-driven solutions."

Why it doesn’t work:
You're not standing out. You're blending in with 300 other cold emails that say “Hope you’re doing well!” and “Can I steal 15 minutes of your time?”

Try instead: Make it about them. Lead with something relevant to their world. Not yours.

Example:
Instead of: “We help businesses streamline operations through innovative tech solutions.”

Try: “Saw your team recently opened a new DC in Kentucky, congrats! If you’re tackling cross-dock delays like a few others in that area, I’ve got a playbook that might help.”

Even better if you don’t ask for anything in return.

4. Outdated: Fake Urgency

“We only have a few spots left!” “This pricing expires Friday!” Unless you’re selling Taylor Swift tickets, this tactic is played out.

Why it doesn’t work:
Buyers can smell desperation. Urgency that’s real? Fine. Urgency that’s fake? Gross.

Try instead: Be upfront about timelines and capacity. If there’s a legit deadline or constraint, say so. Otherwise, let the offer speak for itself.

Example:
Instead of: “We’re filling up fast, don’t miss out!”

Try: “We’ve got strong capacity now, but Q4 tends to tighten up. Happy to hold a spot if it’s helpful, just let me know what works for you.”

Pressure creates resistance. Clarity builds confidence and cooperation.

5. Outdated: Overcoming Objections Like It’s a Debate

“No budget.” “Already have a provider.” “Not a priority right now.” Cue the objection handling handbook!

Why it doesn’t work:
You’re not in a courtroom. The more you try to “win,” the more you lose.

Try instead: Treat objections as openings, not obstacles. Sometimes “no” means “not right now.” Sometimes it means “you haven’t shown me why this matters.”

Example:  If they say “We already have a freight broker,”

Try: “Totally fair. If there’s ever a gap, capacity, pricing, or service, you’re trying to fill, I’d love to be a backup option. Can I check in quarterly, just in case?”

No pressure. Just planting seeds.

6. Outdated: “No” Is Just a “Yes” You Haven’t Earned Yet

This one might be the worst of all. It’s pushed as motivational, but in practice? It’s straight-up disrespectful.

Why it doesn’t work:
When someone says no, believe them. Ignoring a boundary doesn’t make you persistent, it makes you exhausting and sometimes creepy. And for women especially, this tactic can be more than annoying, it’s a reminder of how often “no” has been ignored, dismissed, or debated. Don’t be that person.

Try instead: Respect the boundary.
It’s OK to follow up in the future. It’s not OK to bulldoze someone’s “no” when they say it.

Example:
They say, “I’m not interested.”
You say: “Totally understood. If you ever need a fresh option or want to compare notes on the market, feel free to contact me.”

That’s how you keep the door open without being the creep they block.

Final Thoughts

Sales isn’t about tricking someone into saying yes. It’s about earning the right to be part of their decision. Outdated tactics might land you a meeting here and there, but they burn bridges faster than they build them.

If you want to stand out in this market, try something radical: Be helpful. Be honest. Be human.