How To Avoid Being A Pushy Salesperson

Have you ever seen a salesperson try to convince somebody of something to make a sale -- then compared that to the salesperson who helped somebody solve a problem and made a sale effortlessly as a result?

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There’s an important lesson to be learned here: the difference between trying to convince or persuade somebody to buy versus solving problems and closing more sales as a result.

When it comes to making sales, a lot of salespeople use persuasion as a sales tactic to close more deals. But hear me out: when you help people solve their problems and prescribe your solution, whether it's a product or a service, it makes for an easier transaction. People enjoy the experience more; you will enjoy the experience more, and you're most likely going to close more sales.

Let's talk about the two different scenarios:

If you’re taking the problem-solving route, your first step is to find out what prospects need so you can prescribe a solution. Of course, that solution can be the product or the service that you're offering. So, for example, if you're a real estate agent, you can ask the correct questions that will lead homeowners down the path of hiring you as their real estate agent, thus equaling a sale.

On the other hand, when you're convincing somebody or you're trying to pressure them, it's like playing tug of war. You go back and forth, trying to convert the prospect you're working with into a sale. Maybe you're meeting with a home seller that needs to sell their home and you're at the listing presentation, trying to convince them that you're the best and they should list with you.

That's more a pushy sales tactic that most people don't enjoy, yourself included. It feels uncomfortable. Nobody's enjoying the experience so they’re resistant, and it's really hard to get past that. Bad idea all around. So what should you do instead? Let them establish trust with you. Ask them questions in more of a consultive way by restating the problem that they're having or the challenges that they're facing, then prescribing yourself as the solution.

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