In sales, what is the difference between being “pushy” and being “persistent”?

dobeStock_110484461-5760x3841-1920w2

As a seasoned sales professional for 30 years, a sales trainer and publisher of Know Your Talents™ – Sales Process for Champions, I have coached and managed sales representatives to be persistent and determined in their sales efforts. In our sales coaching, it is a constant reminder of ‘Where are your manners?’ Ask for permission up front to ‘infringe’ on those with whom you know you will be continually making the rounds and making ‘friends’! I suggest that you ask up front, ‘Do you mind if over the next few months while we are learning about one another, that I call you or stop by to share one of our newest products or services that I know can bring you value, or if I email you perhaps something of interest? I promise not to waste your time!” Set the expectation upfront with your prospect. It is very rare that they will turn you down, even if they have existing relationships with other providers. If you commit that you will only bring something of value and not waste their time they will be glad to take your call. It doesn’t matter what industry, it’s basic sales.

Posted in

More Posts

The Growing Importance of Resilience

Resilience has emerged as a critical topic in the aftermath of recent global events, particularly in the context of managing a multi-generational workforce. A study conducted by CV-Library underscores the growing importance of resilience, with 57% of employers recognizing it as a critical skill for candidates. Furthermore, 71% value adaptability, a fundamental aspect of resilience.…
Read More

“Reflecting on 2023 and Anticipating 2024: Key Business Trends and Pitfalls to Avoid”

As the year draws to a close, it’s an opportune time to review the significant trends of 2023 and gear up for the anticipated shifts in 2024. We’ll explore ten prominent business trends from each year, offering valuable insights into what worked, what’s evolving, and how to navigate the changing landscape.Not surprisingly, there are common…
Read More

Improving Employee Engagement

With the “Great Resignation,” followed by “Quiet Quitting,” and even “Loud Quitting,” it’s no surprise that one of the most important conversations companies are having is about employee engagement. Whether referring to their employees’ engagement or what initiatives the organization will drive to improve employee engagement, this issue is on everyone’s radar. In this article,…
Read More