Pushy simply indicates disrespect an and improper approach.. Persistence is a necessary and respected trait in nearly everything including selling.. If you are truly persistent in your selling, you will get complemented on that trait.. The clue is you don’t need to be persistent to be pushy.. For Example - If you press for an order after I say 'No' because you need to sell something today, you're pushy." On the other hand, "If you press for a commitment when I say 'No' because I really need and should buy your solution, you're persistent.." It has everything to do with your motivation.. Are you pressing for the customer's benefit or for your benefit..??

1. SALESPEOPLE
AREYOUBEINGPERSISTENTORPUSHY..??
PERSISTENT PUSHY

2. SALESPEOPLE
FACE
A UNIQUE DILEMMA
On One Hand, Tenacity Is
Key to Getting Business..
80% of Sales Require Five
Follow-Ups To Close..
On the Other, Coming Off as
Annoying Is a Real Concern..
Salespeople Have a Negative
Perception To Overcome, and Many
Buyers Assume the Worst..

3. In Sales, the Line Between
Pushiness and Persistence
Can Be Hard To Walk..
PERSISTENT
PUSHY

4. We've Put Together
A List of
Pushy Behaviours To Avoid
And
What To Do Instead..

5. PROSPECTING
Cold Calling Without
Doing Research and
Delivering a
Cookie-Cutter Pitch..
Following Up on an
Inbound Lead With an
Introduction Customized
to the Prospect's Activity
and Context..

6. CONNECTING
Pitching Immediately
Without
Providing Context on
Who You Are
And Why You're Calling..
Providing a Reason for
Your Call (Ideally the
Prospect's Previous
Activity or a Referral) and
Offering To Help..

7. NURTURING
Sending
"Just Checking in"
Emails Without
Providing New Value..
Providing Your Prospect
With a Strategically
Sequenced Progression
of New, Helpful
Resources and Insights..

8. DISCOVERY
Rushing Through a
Long List of Discovery
Questions so You Can
"Cover all Your Bases"..
Diving Deep Into Areas Your
Prospect Is Interested in,
Letting Conversation Flow
Naturally Toward Their
Priorities, and Following Up
With More Discovery Calls if
Necessary..

9. DEMONSTRATION
Attempting To Cover
Every Feature of Your
Product at Once..
Focusing Your Presentation
Only on Features and
Benefits Relevant to Your
Prospect's Needs..

10. OBJECTION HANDLING
Glossing Over Your
Prospect's Concerns
and Not Taking Them
Seriously..
Creating a Plan That
Accommodates Your
Prospect's Objections, and
Actively Addresses Their
Hesitations..

11. CLOSING
Trying To "Slam a Deal"
Through on Your
Timeline and Your
Terms..
Making Sure Your
Prospect's on Track To
Achieve Their Goals and Is
Ready To Implement Your
Product Upon Purchase..

12. THANKS,
RAHUL SAINI
PERSISTENT
WINS
PUSHY
LOSES