The vast majority of salespeople working today don't want to be high pressure sellers. In fact, some have a fear of using pressure to gain sales and avoid assertive, professional selling techniques because of their hyper-sensitivity to high pressure selling.
I also have a disdain for high pressure selling. But I know that professional salespeople need to be assertive, to be willing to put themselves out in the public's eye, to be able to take control, to drive their prospect's decisions, and to bring in the orders.
High pressure selling is something completely different. But what, exactly, is the high pressure selling that most of us dislike so much?
I think high pressure selling can be identified by the following seven indicators:
1. When the salesperson hasn't generated sufficient rapport with, or trust from, the prospect.
2. When the sales representative dominates the sales conversation and does not create customer engagement.
3. When the salesperson lets the product dominate the conversation rather than the prospect's needs and desires, and their unique circumstances.
4. When the salesperson displays behavior that is disrespectful, rude, or offensive.
5. When the sales representative attempts to close the sale too early or in the wrong way.
6. When the salesperson crosses the line from being assertive (a valuable trait in selling) to being aggressive (attempting to dominate the prospect).
7. When the customer has incorrectly implied or communicated a high level of interest of commitment in the salesperson's product, and then feels taken advantage of when the salesperson acts congruently with that interest or commitment.
You'll see that six of the indicators listed above are the responsibility of the salesperson, and the last one is the responsibility of the prospect. Go ahead and hate aggressive selling. But don't let that keep you from selling.
Are there any sales behaviors missing from my list that you think is an indicator of high pressure or aggressive selling?
If you like this post (or don't) please click on "comments" below and share your comment. Skip Anderson is the Founder and President of Selling to Consumers Sales Training. He works with companies and individuals who sell to consumers in B2C, retail, in-home selling, in the financial, real estate, and insurance markets, and other consumer-selling industries.
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