Pressure Selling That Works

Sales Tips & TrainingHave you ever thought, or said, “I don’t want to pressure them. I don’t want to come off as one of those sales guys.” We all have – it’s a very common fear. The fear, however, comes from a lack of belief (a lack of faith, if you will).

Pressure is not pressure if it’s the truth. Pressuring someone to quit smoking because of its adverse health effects is good. The negative health effects are true, and we should be pressuring folks to quit that nasty addiction – heck we should offer to help. Why? Because we believe in good health and want folks to live a long and happy life. This is common sense – it’s not pressure.

Pressure gets a bad rap. We see it as forcing our will upon another and that’s not good, right? Wrong. Pressure is simply an exertion of force. It may be subtle. It may be blatant, but we all do it. Do you know when we do it? When we believe in something? The deeper we believe, the stronger we’ll exert force.

When we believe in something, we want others to know. Maybe it’s a belief in a great new restaurant, or a brand of car, or God. Regardless, we exert  force to show others a better way of life, or to help them share in our joy of what we know to be true.

Pressure in the negative sense would be to pressure someone into a deal that wasn’t right for them. If that’s the case, then the basic sales techniques of finding out the customers needs and wants have been overlooked and we need to back up.

If we believe in what we’re selling, if we believe in ourselves, we’re simply sharing our passion. Passion is contagious. It’s an ingredient too often left out of sales training. We want to be fired up about our products, our company, and ourselves, and how these things can lighten people’s burdens, meet their needs, scratch their itch. That’s not pressure – that’s selling.

What do you think?

Theo/DH

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