Episode 1084: The moment it feels like selling, you can lose them
The moment somebody feels like they’re being sold to, the gates go up. Your buyers react to you exactly the same way you react to other salespeople.
Why feeling sold to shuts people down
The instant it sounds and feels like selling, you can lose the person you’re talking to. It’s because they suddenly feel like they’re not in control, and something’s being imposed on them rather than offered to them. Always be closing, and every other pressure-based tactic from decades past, simply doesn’t hold up against that instinct anymore.
You don’t like feeling sold to. Neither does your buyer. It’s a simple truth that’s easy to forget the moment you’re the one doing the selling.
Put the buyer in the driver’s seat
The fix is handing control straight back to them. Ask permission before diving in. “I’d love to talk about this, can I explain how we might be able to help?” On sales calls, one useful opener is simply asking the buyer why they think they need what you offer, rather than launching into a pitch.
This does two things. It stops you sounding pushy, and it means you’re only helping people who genuinely believe it’s the right fit, which is simply the right way to operate.
With or without you energy
Question them. Push back gently. Adopt a with or without you energy. “I’d love to help you, but if you don’t want it, that’s okay too.” Take it or leave it, delivered without a trace of arrogance.
Master that tone and you can sell to people without ever sounding salesy, pushy, or like you’re trying to scare them into a decision.
Where in your own sales conversations are you currently taking control away from the buyer instead of handing it to them?
Take Action
Look at how you open your next sales conversation. Replace your usual pitch opener with a question that hands control to the buyer, such as asking why they think this could be right for them. Practise delivering it with with or without you energy, calm and confident either way.
See Also
