I don’t want to be pushy about selling

I just returned from a great meeting put on by two professional businesswomen who where discussing their business systems and how they improved productivity.  Each person presented for an hour and each had very good content.  However, for one of the presentations I was left wanting.  I did not feel the presentation detailed how I, or my clients, could actually benefit.  There was no bottom line payoff – it was more of a “makes sense and gives you a warm feeling that it would be a good thing to do.”  Each of the presenters asked for feedback at the end of the program so they could continue to improve the program.  I like that openness by presenters for continual improvement.

Taking the offer at face value, I approached the presenter with the weaker presentation and asked if she had any testimonials that would more clearly show the benefits of the process she was proposing.  “Yes, I have a ton of them.”  I asked her why she doesn’t put them into her presentation to increase the understanding of the profitability payoff.  “Oh no, that would come across as too pushy.  If they want to see the testimonials they can go to my website and read them.”  I slowly lifted my chin off of the floor and moved on.

Are you doing the same thing in your selling efforts? 

• Yes, she wanted new clients – otherwise why take the time to prepare and conduct a seminar. 
• The information was of value but the payoff was not there – but she resists improving the presentation. 
• She asked for feedback – but was immediately closed to the suggestion to consider the change. 
• She expressed the anticipated audience reaction would be negative – but, as an audience member I was the one suggesting she incorporate a testimonial or two. 
• She has the testimonials on her website and feels it is the prospect’s obligation to go to the site to search out this information rather than provide it in an easy to digest manner.

How many more obstacles does she put up to inhibit the sale?  Her confident understanding of the market and fixed belief in her rigid approach will dampen her selling effectiveness.  There is a huge difference between being "pushy" and being effective in a sales presentation.

I hope you are more open to listening to your market when they propose earnest suggestions that they feel would benefit your business.  If not, you are unnecessarily limiting your success.

Comments

[Shawn Kinkade]

Rich,

I had to re-read this to make sure you weren't talking about me (although I would have listened to your suggestion...).

I think it can be very difficult to people that don't have a sales background, to embrace the right mindset - I'm not there yet but I'm working on it.

Great post!

Shawn