How Can You Avoid Being A Pushy Salesperson?

Nearly one-​third of B2B buyers say that a pushy salesperson is a dealbreaker, according to SalesFuel’s B2B BuyerSCAN. But as SalesFuel’s Tim Londergan points out, sellers must navigate between moving things forward and not pushing them too hard or fast.

“Salespeople walk a thin line,” he notes.

And like it or not, most people see sales as an industry overflowing with pushy salespeople because sellers struggle with walking that line.

“The contrast between persistence and pushiness isn't always so clear,” writes Hubspot’s Leslie Ye.

“You might be coming off as pushy without even realizing it."

So, it’s up to salespeople to understand how their behaviors affect buyers’ perceptions. This is where knowing and implementing best practices come into play.

How can you be persistent without being a pushy salesperson?

Make each outreach valuable

You should always have something of value to offer when you reach out to prospects. If your messages are only asking if they received your previous emails or calls, you’re just pushing your agenda.

Don't reach out unless you have something new to share. Otherwise, you're taking up your prospect's time without providing any value. If you do have to follow up on something, here are some tips for doing so while offering something in return.

Don’t let your solution hog the spotlight

Some salespeople fall into the trap of talking nonstop about their solution without ever relating it to what matters for the client. This leaves the prospect trying to figure out the value. Not to mention, it makes it seem like the seller only cares about selling.

A persistent yet not pushy salesperson discusses the benefits of their solution and how it relates directly to the prospect.

They show that they have done their research by showcasing their knowledge of the business. They also demonstrate how their product or service can help the prospect reach their own goals.

Be thoughtful about objections

No one wants to hear objections, but they are an inevitable part of sales. Not every prospect is going to accept everything you put on the table. A pushy salesperson meets these objections with “But….”

Instead, when faced with an objection, pause for a moment. Use your response to truly address the concern rather than to simply persuade. Check out these best practices when faced with an objection.

Using this tactic, rather than just countering their objection, will allow you to get to the root of their objection. It also, again, demonstrates that you are after more than just closing the deal. You demonstrate that you care about understanding and helping them.

Cut out “trigger” words

As SalesFuel has pointed out, language matters. Sellers may not realize the weight some words carry. Saying things like, a seller “should” or “has to” can make it seem like you’re giving a command.

Words like this can come across as bossy and condescending even if the seller has no intention of being either. Instead, Ye suggests alternatives such as, “"Businesses like yours have seen success …" or "What we've found drives results is …".”

Know when to walk away (BIG)

As hard as you try and perfect your solution, sometimes you simply won’t be able to make the sale. Instead of flooding the prospect with more reasons they should reconsider, learn to respectfully walk away.

“At some point in most closed-​lost deals, it becomes apparent that there's no more you can do,” says Ye.

“Know when to throw in the towel. Your time is better spent on prospects who stand a good chance of closing."

Time spent pursuing prospects that likely won’t buy helps no one. Instead, learn the signs of when you should stop pursuit and how to refocus your efforts.

Persistent, not pushy, is the way

These tips can help you walk that “fine line” when it comes to moving a potential sale forward and becoming pushy. For even more tips on how to polish your persuasiveness, take a look at these suggestions.

Photo by Vitaly Gariev on Unsplash