How To Sell Without Being Pushy... -

How to sell without being pushy. Sell naturally and close effectively, without sounding too “salesy”

The struggle is real…

I have seen even some of the most successful entrepreneurs struggle with sales. Especially females, you have built this amazing business,but have a belief that says: “Now I have to put on my pushy salesmen hat to sell.” Then they shift into a whole new energy. They go from being excited and passionate to uncomfortable and apologetic. My passion is helping my clients understand this shift is unnecessary and even problematic. Once this is understood, we can transition into helping them create a sales process that feels natural and authentic to them.

The bottom line you must accept first…

If you are an entrepreneur, sales is the life line to your business.

The good news is you can sell without being pushy. All you need to do is apply these sales principles.

YOU CAN SELL YOUR WAY AND BE SUCCESSFUL!

Even in the corporate sales environment this is possible. I always did it my way, and I was successful time and time again for over 20 years in my sales career.

Five Tips to sell effectively, close naturally. All while not being “salesy” or pushy…

Write out YOUR sales process in outline form (not a script) and YOUR close in your own words

In my experience most entrepreneurs do a good job of talking through the features and benefits of their products but then get hung up on the close. The first rule is, don’t use someone else’s sales script, you know it and your customer knows it, period. Write out the general points you want to make during your sales presentation, and then get very specific about the verbiage you want to use for the close. This way, you won’t be presenting some canned message, but you will be prepared not get tripped up at the close.

To find good verbiage for your close, I would begin paying attention to how you “close” in your life. We all have experience asking our friends and family their opinion on something. The close could be as simple as, “What do you think?” And then BE SILENT. Let them tell you without jumping in, RELAX into the dialogue.

Use soft closes along the way

During a good sales conversation it will feel like you are taking them on a journey. As the guide you need to “check in” with them along the way. This may sound something like, “So how does this sound so far?” But again, make it your own, find the words you would use. I find in my personal life, I am naturally closing with others saying things like, “Does that make sense?” If yes, then you know they are following, if no, then you may need to unpack the subject matter a little more. This way, when you get ready to shift into the close, you won’t feel so uncomfortable.. At this point it just feels like the next logical step.

Practice

I know it’s super annoying, but here is the thing, it isn’t just about preparation. You need to feel in your body and with your nerves, what it feels like to say certain things. You practice it in the mirror to notice any points during your delivery where you appear uncomfortable. This will be a good indicator that something isn’t right and should be tweaked. Trust your inner guidance here. You will know what feels right to say and what doesn’t. Also, practice with others. There is no better way to know what doesn’t sound right than to practice it out loud with someone.

Plan to and ask A LOT of open ended questions and set the intention to listen

Here is the thing, it can get uncomfortable for anyone when you realize you are doing ALL the talking. So make that your mantra, to get THEM talking. Customers don’t buy when they understand your product, they buy when they feel that you understand them and their needs. You connect with them by asking well thought out questions (not yes or no questions) and listening intently to their answers and objections. Remember, your aim is to get them doing the majority of the talking. Everyone only really wants to be heard, so hold that space for them. You will be a breath of fresh air because 99% of the sales conversations, the salesperson is doing all the talking.

Earn the right to ask for the business

Here is the honest truth about an exceptional sales person Vs. “good” sales person. If you have kept your intentions in check, and focused on serving instead of selling ($$$), then you have set yourself up for success. Both in your mind and in the customer’s mind there was a positive and REAL exchange. The customer feels you have heard their concerns, and met their needs. Now, at this point, it only feels natural to ask for the business. This doesn’t mean the answer will always be a resounding yes, but you feel you have earned the right. There is a level of trust you develop within yourself, with others, and in the nature of your business.

A few last words…

Now, let’s talk briefly about why so many get twisted around this concept of sales and closing. It is because pretty much everything I teach is not what the traditional sales model teaches. They teach you how to be “smooth”, not to take no for an answer, and even what to say and how to say it. Maybe this approach worked in the past, but it has never worked for me, and I doubt it has worked well for you. It only makes sense that you would feel “salsey” and uncomfortable closing based on these pushy tactics. You haven’t been yourself, you haven’t connected with the potential client, and now you are asking them for their money. Yikes, sounds super uncomfortable to me, what about you?

So if there is anything I hope you take away from this non pushy sales approach, it is this: it is possible to be good at sales in your business without compromising who you are. You can be the sales rockstar and do it YOUR way, in a way that feels natural and comfortable to you.

Interested in learning more? Read all about the Connection to Close: What is the Connection to Close?

Jana Niksa

How To Sell Without Being Pushy…