“When is it right for a sales professional be pushy to get a sale?” is the wrong question to ask.
In my opinion, you should never be pushy. But should you push at times? Absolutely.
A better question to ask is this: “How can a sales professional solve a buyer’s problem, through purchasing the seller’s product or service, without being pushy?”
I was excited to see someone helped me put the answer to that question into a helpful blog post giving us a new way to define a “sales leader.” I’ll get into that new definition momentarily.
CEO, sales trainer and consultant Lori Richardson (@ScoreMoreSales) recently wrote a very informative How-To style blog post titled “Change From Being Pushy to Being a Sales Leader.” In it, she expertly helps sales reps learn how to convert pushiness into sales effectiveness.
Richardson hooked me into reading the post with some relevant stats from a credible source, the American Management Association (AMA):
The top three things that bother people about a salesperson are:
1. Being too pushy – 24%
2. Not taking “no” for an answer – 23%
3. Not listening – 18%
In my experience, I would agree that for buyers, “Being too pushy” is the most annoying. I also believe “Not listening” is likely the most prevalent issue. The former can be significantly improved through correcting the latter.
Richardson centers the theme of this post around a new way to view the idea of a sales leader. It’s not akin to being a sales expert. It’s about leading buyers like a guide. It’s being their sales Sherpa.
Even as a salesperson you can become a sales “leader”. To do this, you help lead others to making a decision one way or the other. Sometimes that decision is a “no”. Getting a quick “no” is so much better than a “slow no”. By understanding your buyer and working to lead them forward you can guide a quicker decision and everyone moves forward.
Let’s begin to view the idea of a sales leader not necessarily as the person with the most sales but as a sales professional who effectively leads and guides the buyer toward the right sale for the right buyer at the right time.
The sales professional who becomes this kind of sales leader first can eventually resemble the more traditional definition, being the one with the most sales.
The meat and potatoes of the post comes after the section of initially explaining her premise to the reader. Richardson looks at a variety of moments in conversations where you can choose to lead/guide by your effective response.
This guidance for us centers around the all-important element of always working to set a next action. You’ll see it woven throughout her recommendations.
These effective ways to lead instead of resorting to pushiness will be very helpful to sales pros of all experience levels. I highly recommend reading Richardson’s entire blog post now in full context.
Using this training in your sales this week will set you up to receive more referrals from happy customers for some time to come.
[Reading Time for Richardson’s Post: 2:00]
QUESTION ::: Think back to a time when you were likely being pushy instead of pushing for the sale. What could you have done differently to be more of a guide to that buyer?
Let’s talk about it…
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