2 REASONS NOT TO WORRY ABOUT BEING “PUSHY”

You should never worry about this. In all the years I have been training and coaching salespeople, I have never had anyone ask me to teach them to be “pushy”. However, I have had countless salespeople refuse to use a sales technique because they feared it made them sound “pushy”. No one likes a pushy salesperson and no one wants to be that person. Here’s is why you should never worry about it.

1. “Pushy” is a relative term. What appears pushy to you may not be so to the person you are talking to. It depends on two things. The first thing is your belief systems. If you think it is not OK to ask a detailed question about why a person thinks they need something, then any detailed “why” question will seem inappropriately pushy to you. But if my belief is that I have to know why they need it because it will affect the solution I offer then, I don’t see it as a pushy question. I see it as a necessary and credibility generating question. The second is they way the question is asked. If you ask with humility, sincerity, a yearning for truth, and confusion in your voice it will seldom be taken as pushy. If you ask arrogantly then no matter what you ask will seem pushy.

1. If you are focused on your product or service and “suggesting” how you can help the prospect this will probably be seen as pushy because you are “pushing”. However, if you spend 95% of your time focused on the prospect and their problem, it won’t be seen as pushy because you are not pushing anything. Doctors aren’t seen as pushy because they spend most of their time diagnosing. Then when they “prescribe” it is seen as a solution and not as a sales pitch. And, as you know, doctors sell a lot of medical services.

If you have the right attitude and the right sales approach you never have to worry about being pushy. Here is an excerpt from a recent workshop that helps explain it.

If you have the right attitude and the right sales approach you never have to worry about being pushy. Here is an excerpt from a recent workshop that helps explain it.