Comments on: “Ask Lucy” – From Persistence to Pressure; Vol. 1 in a series

By: Lucy Morton-Hicks

Lucy Morton-Hicks — Fri, 08 Jan 2010 20:57:33 +0000

Good to hear from you, Joe! Thank you for your comments. If I recall correctly, I believe it was you and I during our first summer that had problems with our speed talking! It is amazing what happened once I stopped talking and just began to LISTEN. And just before i began to speak again, I would stop, and then listen some more. The “why” questions really dig deeper into the true reason for a customers purchase. Once that is revealed it becomes very clear as to whether the customer really does or does not need the product. Hence, reducing cancellations! Keep commenting, Joe!

By: Lucy Morton-Hicks

Lucy Morton-Hicks — Fri, 08 Jan 2010 20:47:35 +0000

Very true! Cancellation rates are a good way to determine how many customers just bought to buy compared to those who bought for the well delivered presentation and a quality product. Thanks for the post, Deanna!

By: Lucy Morton-Hicks

Lucy Morton-Hicks — Fri, 08 Jan 2010 20:30:46 +0000

Thanks for sharing your story, Dan. Sometimes I think we, as salespeople, need to be told that we are “trying to hard, too eager” etc. in order to get the hint. Sometimes it can be tough to take that type of criticism, but given in the correct manner can have a significant effect on that person’s sales and their confidence. Like you, Dan, I also got advice from customers throughout my summers which i always appreciated. I would hate to think that I was repeatedly upsetting or being too pushy with prospects without them saying anything. In the end, I would be making all the same mistakes!

By: Trey Campbell, APR

Trey Campbell, APR — Tue, 05 Jan 2010 05:22:49 +0000

Joe – what you said is very insightful. When a prospect is asked the right questions, they see their need for the product. Fast talkers and pushy sales people can really create a distrustiner atmosphere and relationship – in which the sale is less likely to occur. Thanks for your comments and keep reading!

By: Joe Price

Joe Price — Fri, 25 Dec 2009 13:39:56 +0000

I really enjoyed reading this blog and all the comments posted by everyone. Seeing all those replies made me think of how much I really do miss seeing you all! I think there is a fine line between persistence and pressure. After selling for 2 summers, I learned A LOT about what makes people tick when dealing with salespeople. And that is when a salesperson talks too much, too fast and pushes their product. One thing that is key to earning a prospects trust and confidence in the sale is asking thoughtful and meaningful “why” questions. It was after I learned the art of questioning that I felt customers were BUYING from me instead of me trying to sell them a product.

By: Deanna Rogowsky

Deanna Rogowsky — Mon, 21 Dec 2009 21:49:22 +0000

I think a good way to look at how much of this is a factor are cancellation rates! If a good sale was made, the customer needed the product or service, and the choice to purchase was individually made- you should have low cancellations!

By: Dan Moore

Dan Moore — Fri, 18 Dec 2009 16:02:59 +0000

Julio’s asking a good question. I had a professional salesman tell me during a very bad day my second summer that I was “Trying too hard. Talking too fast, too eager. In this neighborhood, you need to slow down and realize you are not the decision-maker: the family is.” I promptly continued and sold nothing the rest of the day, but thought about what he had said, and the next morning took a different attitude and sold 7 customers before noon. If you are dealing with a salesperson who is crossing the line, I recommend starting gently (because we want to help people improve) by saying something like: “Let me interrupt – you are getting kind of pushy.” If they don’t take the hint, just stand, and say, “Thanks for your time; my answer is no.” With a BIG smile as you say it! Not rude, not mean, just direct. So, start with the hint, then get into it.

By: Trey Campbell, APR

Trey Campbell, APR — Mon, 14 Dec 2009 16:15:01 +0000

I think this is a great topic that could definitley warrant a lot more discussion. One thing we work in during the training at Southwestern Company is that the students who sell our products must be service-minded. If a student has the right attitude and looks out for the customer’s best interest also, they are actually more successful than the salespeople who turn off prospects by being pusshy and applying too much pressure to purchase. Nice topic Lucy, I also look forward to your future posts!

By: Amanda Simpson

Amanda Simpson — Tue, 08 Dec 2009 19:06:02 +0000

Thanks for the read Lucy. I am looking forward to your series!

By: Julio Hernandez

Julio Hernandez — Sun, 06 Dec 2009 15:47:11 +0000

Any advice for customers on how to deal with a salesperson that they personally feel is crossing the line?