I Don't Want To Be Too Pushy

If you ask anyone if they like pushy sales people, the consensus will most likely be a resounding NO! I do not enjoy being pushed any more than anyone and I detest manipulative tactics designed to squeeze a prospect into a purchase they may regret later. In other words, a scenario where the seller wins and the buyer loses. I believe persistence is a completely different approach. A prospect can feel pushed when they do not believe their needs have been fully understood. However, providing compelling options based on a relationship built on trust, rapport and asking the right questions can lead to a win-win solution. Recently, while speaking at The Free Agent Academy event in Woodland Park, Colorado, I had the opportunity to speak to a financial coach who was struggling gaining commitment from her prospects. Regardless of the objection she received from her prospect, she would say okay and the conversation would end. I asked her why she did not provide any options to overcome the objection and she said, "I don't want to sound like a pushy sales person." The process of gaining commitment or closing can be a tense moment for the sales person and the buyer. When tension is high, trust is low and vice versa. Tension can be minimized when you develop rapport early in the sales process. Instead of stressing out about the closing, why not focus on a solutions based process that will be reasonable for both parties. Solution based sales people want the best possible outcome for their customers. In the example of the financial coach, I asked her if she felt she was qualified to help her prospects. Also, what would happen if she did not find a way to work with them. If she persisted to find a way to work with these people, both the financial coach and the prospect win. The opposite is a lose-lose scenario that may lead to the prospect digging a deeper hole financially or working with someone that may not have the compassion and training to lead them to a positive outcome. You do not have to be pushy.  Always look for what is in the best interest of your customers and you will win. Have a great week! Pierce