The "Pushy" Salesman

Howdy Everybody!

I'd love to present myself with a flashy introduction as to who I am and what I sell but I think we can all just acknowledge me here as a flesh and blood creature with a miraculous instrument which allows me think, rationalize, and SELL! (of course: )

I hope you will excuse me if my first thread on this forum is not the "Captain Save 'Em All" of sales tactics and trade. But I do wish that I can receive some beneficial advice from the professionals and novice alike, regarding a challenge that I've been facing for a while now.

I meet with a handful of clients each week and my closing percentage with them has been relatively alright, I close between 30%-40% of my presentations. But lately, I've been receiving feedback such as "you could have been less pushy" and "have a respect for our decisions." Now don't take me wrong... I respect my clients - all of them, it's just that I don't accept no for an answer at all times!

So, this being said, what can I do to appear less pushy but still be in control to lead the client to a soft landing "close"? Or how do I become as they call it, the friendly "professional" salesman.

Any thoughts?

Many thanks in advance!

Modigliani -Modigliani

Re: The "Pushy" Salesman#2

Quote:

But lately, I've been receiving feedback such as "you could have been less pushy" and "have a respect for our decisions."
Any thoughts?

What is the volume of that feedback? In other words, how many times did it occur? -Gary A Boye

Re: The "Pushy" Salesman#3

One of my mentors once said, "Objections mean you are trying to move the prospect along the sales process on your agenda, not theirs."

In general, the prospect will stay with you (not object or resist) through the sales process if they perceive sufficient value in your offering.

Perhaps either you're not establishing that the value is perceived and applicable, or perhaps the prospect's buying cycle is different from your selling cycle. -DaveB

Re: The "Pushy" Salesman#4

Quote:

What is the volume of that feedback? In other words, how many times did it occur?

That's a very good question Gary. Now that you mention it, this response has only been occurring during my last few presentations. I never had this problem before, perhaps due to the value that I presented with my presentation in the past, like DaveB says.

Quote:

One of my mentors once said, "Objections mean you are trying to move the prospect along the sales process on your agenda, not theirs."

In general, the prospect will stay with you (not object or resist) through the sales process if they perceive sufficient value in your offering.

Perhaps either you're not establishing that the value is perceived and applicable, or perhaps the prospect's buying cycle is different from your selling cycle.

Thank you for that tip, DaveB. That's a very good revelation for me. Maybe I'm selling hard on the wrong points and instead, I should be selling my clients the value in which they perceive to be the utmost importance. It's logical enough that if the value of my service is built largely enough, it should far outweigh the price which I'm offering. Very beneficial reply, indeed!

My last concern is that, how would you go about to close in a friendly manner? i.e., leading gently with assumptive questions or straight up asking for the order: "How do you plan on investing today, via check or credit?"
What are the alternatives to closing without seeming pushy?

Many thanks!

Modigliani -Modigliani

Re: The "Pushy" Salesman#5

Quote:

That's a very good question Gary. Now that you mention it, this response has only been occurring during my last few presentations. I never had this problem before, perhaps due to the value that I presented with my presentation in the past, like DaveB says.

Welcome to the forum.

One of the first questions I want to ask is, has anything changed? Environment, product, your financial situation... perhaps your latest feedback is just you showing uncharacteristic mistakes because of outside pressures or change?

I also didn't catch what industry or products you sell. That might give us more clarity and perhaps an industry specialist could assist. -MrCharisma

Re: The "Pushy" Salesman#6

Quote:

That's a very good question Gary. Now that you mention it, this response has only been occurring during my last few presentations. I never had this problem before, perhaps due to the value that I presented with my presentation in the past, like DaveB says.

I had a discussion recently where we brought up the point that sometimes when we get in a groove we start "imitating ourselves." In sales we have to be careful of that because creativity ends up taking a back seat. One sees that in the entertainment business also. -Gary A Boye

Re: The "Pushy" Salesman#7

Don't be too quick to judge yourself so harshly. If you get that response often then it is a problem but if it is rare, even if it occurs a couple times in a row, it is probably not an issue. -thecatcher13