---

Guest post by: Patricia Weber Become an Author

Tweet

---

---

People regularly tell me what causes them sales reluctance. Many salespeople with sales reluctance feel like they will be pegged as their preconceived negative salesperson stereotype.

Why do we have negative salespeople stereotypes? Because unbelievably there are still salespeople who don’t understand that selling isn’t about them; selling is about the customer. How do you have to act to be a pressure salesperson?

Be insincere. Being natural and honest about how your product or service can help a prospect comes from your confidence, knowledge and heart. It may seem like being sincere is something you can learn but just how do you teach something that comes from the heart? Sincerity is both about thinking and feeling the right way.

Be pushy. If you have ever watched the television show, The Office, you know pushy can be the branch manager Michael and one of the salesmen, Dwight. They get disagreeably assertive with customers, even customers who have made it clear they are not interested. Be persistent in follow-up with your prospect in ways that communicate you are listening and care about helping them.

Don’t listen. Most of us hear our prospects but few of us listen. In writing and training about listening for years, I often cite Dr. Ralph Nichols research reporting on 200 listeners – it’s a 10 part skill. What it takes most is an “other” focus and for some reason, salespeople find it difficult to be other focused.

Convince clients. Con – vince. The word’s meaning itself is pressure: to prove by overcoming. What’s there to convince a prospect about? If you build trust, then convincing ends being part of the sales equation. How do you build trust? By being reliable, open, congruent and accepting.

You can build a negative reputation as a pressure salesperson and you will certainly find some short term success. Or you can build a positive reputation by focusing on just the opposite, the more positive traits, and find greater and long lasting success.

Related Articles

  Sales Coaching - The Big Differentiator
  Top 20 Reasons Why Sales Managers Suck at Coaching
  The Power to Influence Your Employees
  Sales Resistance and the Recession - 7 Steps to Turn Prospects Around
  Do You Need Your Salespeople to Love and Respect You?
  Right Salespeople in the Right Roles and the Right Seats
  Real Live Coaching Call - Coaching a Salesperson
  Real Live Coaching Call - Coaching Salespeople
  A Missing Link to Sales Improvement?
  Sales Coaching - Are Sales Managers Any Good at This Function?
  Salesperson Wimp-Out: Cutting the Price
  Your Salespeople Can't Even Do That?
  The #1 Top Key to Keeping Salespeople Motivated Revealed Here
  Why Salespeople Fail to Make Needed Changes
  One Hidden Gem in 10 Sales Management Challenges
  When Sales Goals Change but Behavior and Results Don't
  10 Reasons Why Sales Commitment Has Become More Important
  Are (Lack of) Results Due to the Salesperson or the Company?
  Sales Coaching is Like Baseball - How Do You Rate?
  Getting Excited About Sales Metrics

Related Forum Posts

Picking a corporate lawyer
Re: Managing Your Brand
Re: Ideas For Business
Re: need pricing help please
Small business Financing

Share this article. Fund someone's dream.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

When Did You Last Put Your Ear To The Ground?

Why Use a Franchise Consultant?

Environment and productivity at the office

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.