PUSHY!

Pushy.

[poo sh-ee]

Adjective – obnoxiously forward or self-assertive.

We have all experienced this behavior from someone.  We have all felt uncomfortable because someone thought they had the right to place their goals and objectives ahead of someone else’s.

 

I call this “blinded by the light.”

Think of a movie scene where the light is at the end of the tunnel and a human is attracted to it with such gravitational force that it is like a meteor plummeting to the earth with a crashing force that it will annihilate anything in its wake.

 

Just this week I experienced this energy, drive, self-fulfilling behavior with complete disregard to my needs and my feelings.  I was approached by an older gentleman who asked for 20 minutes of my time in the next hour.  I was told it was not an option for me to meet and have a discussion.

Not only was I not feeling well, my husband was not feeling well and I had a number of priority items to handle.  It was also presented to me right before I had to stand and present before a group of colleagues.  I felt a number of emotions: shock, exhaustion, fury, wonder, and even a large lack of self-confidence.

 

Incredible as it may seem, I succumbed to the pressure and made myself available.  Much to my dismay, anger, frustration – the meeting did not go well and made all the feelings I had even worse.

 

Great salespeople never push their agenda before that of their clients or prospects.

Great salespeople always ask permission for someone’s time.

Great salespeople never expect someone to drop everything for them.

Great salespeople always want what is best for the prospect or client, and believes that a consumer is intelligent enough to come to a good decision for themselves.

Great salespeople never say “well you better do it this month or else…”

 

You may be told by your trainer to create a sense of urgency.

You may be told by your trainer to be persistent, “constant contact.”

You may be told by your trainer to share with your prospect how much it will help you if they do it today.

You may be told by your trainer that the prospect doesn’t know enough or cannot make that decision without all of your information.

 

Whether you are selling or not, professionals don’t behave this way either.

 

People!  Stop being pushy!!

Let me offer you how I approach asking someone for their time.  And if you are asking enough people for their time, you will have plenty of people to talk to.

First, call, email or ask face to face if someone would welcome a conversation with you.

Ask permission to reach out to them, with the purpose of scheduling a time for that conversation.

Follow through and reach out, via the channel that has been agreed upon, and schedule an appointment for that conversation.

When you do reach out, ask if it is a good time still, (sometime circumstances change and what was planned does not work,) be generous – time is the most valuable item anyone can give to another, handle it with great care.

Thank the person for their graciousness to you.

 

Do you want to be a great salesperson?  Start with courtesy.

 

I am so incredibly courteous with others time that this week when I asked someone if they thought I was a good salesperson they answered “I don’t really think of you as a salesperson.”

Good.  I am not blinding anyone by my light.

 

The Key to Consistent Sales

I love the ocean! I love the Great Lakes! I remember spending the summer days of my childhood picking up shells and playing in the waves of Lake Huron. Even to this day, I can’t say which I like most, the ebb or the flow.

During the ebb, we can see so much more of the ocean floor or lake bottom, and that usually means great discoveries: shells, driftwood, etc. But during the flow of high tide, there’s the thrill of the waves!

Such is sales. In slow times, you have the opportunity to closely examine your strategies, try something new, and maybe find a treasure or two. During high tide, everything is so exciting! Sales are rolling in so fast you can barely catch your breath before the next wave crashes in!

Think instead of resting peacefully by a gentle brook. No crazy ups and downs, just constant movement that we enjoy and can handle gracefully.  That’s what we should strive for in sales.

The key to achieving a constant flow of sales is all about scheduling and remaining disciplined.

On Monday, plan the week. Schedule all calls. Make all appointments. Do all research. Complete all admin work. No water cooler chat, no lolly gagging. Monday is a nose-to-the-grindstone day.

On Tuesday morning, finish up any remaining calls to cement appointments, usually for the following week.

Starting Tuesday afternoon and lasting through Thursday afternoon, you should be in appointments. You should be pounding that pavement! Along the way, you should make a pile of work to process: the orders you receive, the proposals that have been requested, etc.

Friday is your day to process all the work you’ve done that week. Then, create a list of contacts to work on. This list should be ongoing and never-ending; it’s integral to success that following Monday.

My advice to you is to swim in the ocean and visit the Great Lakes (My favorites are Lake Huron and Lake Michigan!), but run your sales world like a gentle brook and see what happens!