Why are there so many pushy salespeople?
Here's my take. Salespeople are given a number,
and it's time at which they have to
hit that number. And if they don't hit
that number, their at risk at losing their
job.
So when salespeople people sell,
they come across as pushy.
The problem is whenever prospects feel the push,
they enter the zone of resistance, which is
a reflex reaction, to being controlled by salespeople.
Nobody wants to be told what to do.
Nobody wants to be controlled.
Autonomy is a basic human need.
So what's the way out of this?
It's simply to detach from the outcome.
When you're attached to the outcome, and a
prospect says I'm in a meeting, I can't
talk.
You say something like this. That's okay. This
will just take a second. The reason for
my call is, and then people resist because
you're controlling them.
When you're detached from the outcome,
and someone says In a meeting,
you simply say,
That's okay. I'll call you back.
When you're attached to the outcome, and a
prospect says your price is too high.
You say, we're worth it. You pay for
what you get.
When you're detached from the outcome, you lean
back and you say,
seems like you're comparing this to something else.
Or
it feels like there's a ceiling
to what you wanna pay.
When you're attached to the outcome and a
prospect says your couch costs more than this
other couch. You say, here's why our couch
is worth it.
When you're detached, you simply say this.
Is it okay if I ask you a
question about the other couch you're looking at?
Sure.
So 1 way
manufacturers cut costs
on couches is through cushion density
that ranges from 1.2
which means the cushions last about 1 to
2 years before they start dipping
to 2.5 with quail, which typically lost 5
to 8 years.
What's the cushion density
on the couch you're looking at.
Different intent,
different behavior, different results.
Ironically,
the less you care about making the sale,
the more sales you make.