I was in the market for a new couch, and saw one I really liked.  The saleswoman came over and told me all the reasons I wanted THIS couch.  She went on to tell my why I wanted the matching chair.  I didn’t want the matching chair.  I wanted the couch.

She told me how shabby my room would look if I didn’t get the end tables, coffee table, and matching lamps.  I didn’t want them.  I wanted the couch.

She assured me I’d be the envy of the neighborhood.  All I want is the couch Lady!

She told me to think about what a beautiful new room I’d have, and payments would be only —–

I walked out of the store.  Instead of selling me the couch I wanted, her pushy style of selling drove me out of the store.  

Are you getting the drift here?

She wasn’t listening to me.  She was telling me what I needed instead of listening to what I wanted and could afford.  She had dollar signs in her eyes.

So often I hear consultants say, “But I don’t want to appear pushy.”

So how do we avoid being pushy and still increase our sales, bookings, and recruits?  By asking questions and respecting the answers.

At a show I did a woman purchased a $100 stock item that complemented a very expensive set.  I pointed out to her that she could get the set for half price by booking a show.

She didn’t want to have a show - she told me she never does “this sort of thing.”

So I asked if she thought she’d be purchasing more of these items in the future.  She responded if she liked the item she was buying as much as she thought she would, she probably would be calling me.  I made sure she had my catalog, business card, and the special flier about those items.

A few weeks later I called to see how she liked her purchase.  She loved it.  A few weeks after that some of the stock items went on sale.  I called and let her know.  She ordered them and thanked me for letting her know about the sale.

A few weeks later I called to see how her new items were working out and she assured me she’d be calling me to order the rest of the stock items.

A couple of months later she called and ordered the rest of the stock items.  She’d now purchased well over $300 in products from me.

A few weeks later I called again to see about her new items, and if she had any questions.  During that call she told me she absolutely loved everything and really wanted the set.  She asked if the set ever went on sale.  I told her no - because that was the truth - and reminded her that she could get the set for half price if she had a few friends in.

“WLL LET’S DO IT THEN!”  She replied.

How did that happen?  Simple.  I listened to her.  I respected her no.  I did customer care calls.  I let her know when items she liked, and wanted, went on sale.  I wasn’t pushy.  I was filling her needs.

Do you see the difference?

Oh, by the way, I went to a different store and saw the most awesome couch and matching chair.  The salesman was so nice and even gave me a discount if I bought both pieces.  They look great in my living room.  I’m thinking seriously about gong back for the lamps I saw………