by Jacques Werth
The fear of not selling has too many salespeople pushing hard enough to be offensive.
No matter what their product or service, most salespeople will attempt to sell every potential prospect in hope of making a sale. However, at any given time, most prospects are not ready, willing, or able to buy. But for various reasons, a lot of prospects are willing to sit through a sales pitch while acting like they might buy – with no intention to do so.
Then, the salesperson becomes disappointed often enough, that they think that they should push harder, overcome objections, and try several closes. Then they get rejected.
Most prospects buy for their own reasons, in their own time. The right timing can put the salesperson in front of prospects when they are ready, willing, and able to buy – without pushing.