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Why are there so many pushy salespeople?

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Here's my take. Salespeople are given a number,

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and it's time at which they have to

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hit that number. And if they don't hit

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that number, their at risk at losing their

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job.

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So when salespeople people sell,

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they come across as pushy.

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The problem is whenever prospects feel the push,

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they enter the zone of resistance, which is

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a reflex reaction, to being controlled by salespeople.

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Nobody wants to be told what to do.

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Nobody wants to be controlled.

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Autonomy is a basic human need.

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So what's the way out of this?

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It's simply to detach from the outcome.

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When you're attached to the outcome, and a

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prospect says I'm in a meeting, I can't

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talk.

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You say something like this. That's okay. This

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will just take a second. The reason for

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my call is, and then people resist because

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you're controlling them.

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When you're detached from the outcome,

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and someone says In a meeting,

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you simply say,

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That's okay. I'll call you back.

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When you're attached to the outcome, and a

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prospect says your price is too high.

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You say, we're worth it. You pay for

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what you get.

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When you're detached from the outcome, you lean

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back and you say,

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seems like you're comparing this to something else.

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Or

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it feels like there's a ceiling

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to what you wanna pay.

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When you're attached to the outcome and a

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prospect says your couch costs more than this

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other couch. You say, here's why our couch

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is worth it.

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When you're detached, you simply say this.

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Is it okay if I ask you a

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question about the other couch you're looking at?

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Sure.

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So 1 way

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manufacturers cut costs

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on couches is through cushion density

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that ranges from 1.2

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which means the cushions last about 1 to

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2 years before they start dipping

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to 2.5 with quail, which typically lost 5

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to 8 years.

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What's the cushion density

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on the couch you're looking at.

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Different intent,

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different behavior, different results.

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Ironically,

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the less you care about making the sale,

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the more sales you make.