Top 10 ways to sell that avoid you being seen as pushy

Nobody likes being pushed around.  Not from sales people.  Not from service staff.  Not from colleagues, bosses or employees.  Not from anybody.  If you are thinking of selling anything to anyone – a business idea, a strategy, a next action, even a product or service – you never want to be perceived as being pushy.  Here’s a check-list of pressure tactics to avoid at all costs.

People will stop perceiving you as pushy if you…

1. Avoid the blah, blah, blah fire-hose

Raving on kills sales.  Stop hosing them down with endless, boring facts, features and benefits.  Distill it all down to the essential ‘gimme now’ point that they want, not that you think they should have.

2. Avoid hype

There’s only one thing worse than hype, and that’s hype that doesn’t deliver on the promise.  If you have something of genuine value and quality, you don’t need to overcook the pitch with gimmicky terms like ‘unmissable’, ‘drop everything for this’ and ‘best ever’.

3. Avoid whacking them

Making people wrong kills sales.  This is done directly by statements like “You’re wrong about that!” or indirectly with “I hear what you’re saying but have a better idea.” Far stronger to respect their opinion and hear them out.

4. Avoid making them look stupid

You may be the expert, but they make the decisions.  Using jargon, insider-speak, acronyms or any other form of exclusive language risks applying unwanted pressure. If you’re not sure they will understand it, leave it out.

5. Avoid rushing them

Attempting to push them into your schedule may help you, but risks squeezing them.  Aiming for fair, workable and mutually agreeable time-lines reduces perceived pressure.

6. Avoid canned spiel

Success may come in cans, but sales success doesn’t.  The on-line world is replete with artificial copy lines such as “Dear Friend,…”.  And off-line, many of us have had a friend or colleague invite us over for a coffee to “discuss an exciting business opportunity”. Generic sales lines add pressure.  Nothing beats real, genuine and transparent communication.

7. Avoid bossing them around

Most people are busy and already under extraordinary pressure.  The last thing they need is you pushing them around with bossy statements like “You must…” or “You should…”. It’s much stronger to serve them and help them achieve their goals cooperatively.

8. Avoid threatening them

Threats don’t have to be direct to kill a sale.  Subtle variations like “If you don’t act now, you’ll miss out.” or “This is your last chance to…” may have an element of truth, but the hidden agenda is often to push them into a sale. What works better is to use non-threatening ways to communicate boundaries and deadlines.

9. Avoid stalking them

Shadowing them at meetings and constantly calling, mailing or texting a decision-maker may come under your heading of ‘persisting to be genuinely helpful’, but it’s easily perceived as pushy.  Find a better way to communicate your value – one that doesn’t involve them feeling liked a hunted celebrity.

10. Avoid trying to be them

You’re clearly not them, so avoid any pressure-bearing tactics that infer that you are.  Phrases like “If I were you…”, “If I were in your shoes,…” and “If it was my decision, I would…” can add unnecessary pressure. It’s far better to represent yourself.

In summary

The experience of pressure is highly subjective.  It’s all about perceptions.  What you think of as ‘just getting things done efficiently’ can be perceived by the decision maker as putting them under pressure.  And sure, pressure can work to push people to make a decision, but it’s a short-term play that can easily sabotage your development of long-term, mutually valuable relationships.

Your thoughts…

What pressure tactics have you experienced?

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