Once again, misconceptions about selling rear their ugly heads.
It's so fixed in the minds of many that selling equals "pushy" that many people who must sell aren't selling at all. They present their product. They'll tell you what's great about it. Maybe even ask you a question or two but leave it up to you, the prospective customer to take the lead. If the customer has no questions, makes no move to buy, then it's over. Sure, some of them will decide to buy later on, but all this technique does is leave money on the table.
Now I'm not going to advocate "pushy". It really doesn't work effectively as a long term strategy. Perhaps if you are working with a product that people will only need once, you could pull it off. However, if you're hoping for them to buy again - or give you referrals - pushy isn't your best choice.
Going in the opposite direction, isn't effective either. The goal should be to discover needs and concerns through careful questions and listening - discussing the pros and cons. If there are more pros than cons suggest the product/service as the solution.
But here's the kicker. To do this right and to be effective, you've got to practice. You need to know how to do this right. Not just a few meetings with your manager or (and this is really bad) being handed a binder or a pdf file and told to learn it.
You need to practice, you need to DO.
Only that will bring you the confidence, the results and the happy, satisfied customers who do not think you are pushy!
KRG Communications Group: we help you bridge the gap between knowing and doing. (www.krgcommunications.com) How can we help you?
Now I'm not going to advocate "pushy". It really doesn't work effectively as a long term strategy. Perhaps if you are working with a product that people will only need once, you could pull it off. However, if you're hoping for them to buy again - or give you referrals - pushy isn't your best choice.
Going in the opposite direction, isn't effective either. The goal should be to discover needs and concerns through careful questions and listening - discussing the pros and cons. If there are more pros than cons suggest the product/service as the solution.
But here's the kicker. To do this right and to be effective, you've got to practice. You need to know how to do this right. Not just a few meetings with your manager or (and this is really bad) being handed a binder or a pdf file and told to learn it.
You need to practice, you need to DO.
Only that will bring you the confidence, the results and the happy, satisfied customers who do not think you are pushy!
KRG Communications Group: we help you bridge the gap between knowing and doing. (www.krgcommunications.com) How can we help you?
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