You might be like millions of people out there who don't want to do sales. You just don't want to be
salesy. So, if you have to sell something or if that's what your income is based on,
you probably want to know how to ask for the sale without being pushy. Well,
that's what I've learned how to do and that's what I'm going to share in this episode.
-How do you ask for a sale without being pushy? -It's a good question. -What's wrong with being
pushy, Nate? -So, one, I don't like it. I don't think anyone likes the pushy you know
car salesmany type of approach. And a lot of times, I think that's that's what people
think sales is --is, "Ah, I don't want to be slimy. I don't want to.. I don't want to be
twisted. You know, twist the arm" or "I don't want to be that pushy." And luckily for me,
I don't I don't have to do that. -How do you know if you're being pushy? -What are some signs or
signals that your that your prospect might be giving you? -Well, a lot of it comes from
the feelings inside that I have. So, if I'm trying to sell something and I really need
to make the sale, right? Like, "Oh, I really need to pay my bills." Like, I'm focusing on me
and I'm not focusing on if you really need what I'm selling. Like... So, if my needs are met.
And that's a topic we've actually covered in another episode maybe we can link it up there.
But if my needs are met and I can focus on you and I'm really serving your best interest. And
if I see that the service that I'm offering is really going to help you accomplish your goals
and achieve what you want, then I just state the facts and put you know pointed out. Like,
this is the result that you'll get using my service. -Yeah. So, you mentioned like
you've gotten to a point where you feel like you don't need to be pushy at all. So, talk a little
bit more about that. About how you can get your mindset to shift a little bit in that direction.
-There's a lot of sales training out there and that's not the purpose of this episode. I'm not
here to train you... What camera am I pointing to? And I'm not here to train you on specific sales
techniques but really just to share my approach and my mindset and what really works that you
can do sales without being pushy. And a big part of that is you've got to achieve a certain level
of success so that you're not focused about you making the money or making the sale which I think
that can be hard. So, that's a hard step to get to. -How much of being pushy do you feel like is
in your mind? Like, I, the salesman. I feel like I'm being pushy. And so because of that,
I'm going to act pushy." So, when you're asking that question, I had some thoughts come to my mind
about the pushy salesman that I have interactions with. And oftentimes, they're selling products
that they don't necessarily believe in 100%. Like somebody came to my door yesterday selling pest
control. I don't know that that person is really passionate about killing bugs. I don't know. I
mean, there's probably some people out there that are. Maybe the people who started these
pest control companies. They love just having bug-free homes. That's probably a better way of
promoting their service right. But as you become a salesman for somebody else's product or service,
it's probably a lot easier to be pushy because you've just got to push that product more and more
and more and run the numbers to make the sales. So, how do you sell without being pushy? Well,
if you have something that you created that you're really passionate about that you love and when
you're talking to somebody that has the need that your service solves, I mean, those are really fun
conversations to have. Because it's not about using the right words or phrasing or emotional
psychology or rollercoaster to ask the question at the right moment and getting that yes momentum. I
don't worry about any of that what. I really worry about is painting the picture and like saying,
"What are you trying to achieve?" Like, "How are you going to get there otherwise?
Now, if you work with me, this is what we're going to do. And this is the outcome that we expect.
Does that match what you're looking for? Can you see how this is a fit?" Right? "This is what the
program costs, that's a big sum of money." Like, "Can you afford that? Is that going to be too much
of a burden on you? Can you wait 12 months to be able to make this revenue back before you're
profitable?" I mean, I'll ask questions like that to kind of on one sense like talk them out of it.
My hope isn't that they say no because if it's a good fit. I'm really wanting them to make a
solid yes decision. I'm not looking to twist their arm and then help have them have buyer's remorse.
But I really want him to think about it. And the more that I am up front like,
"These are some reasons why you might want to not do this." You know, if you're not
ready or you don't have the time... Whatever I'm selling or whatever the the reasons not.
But if I bring those up, they're like, "Okay, this guy...
This guy is upfront. This guy is honest. Like, I can trust this guy." And then they look at the
positives like one of the sales training programs that's been my favorite it's called sells mastery
by Tiffany Peterson. She talks about the sales process as being like a doctor giving a diagnosis.
So, I just look at the symptoms. I look at the results that you're experiencing and what you
want. And if my my service is a fit, then I'll you know tell you clearly what I think it can
do for you. And we'll see if you feel it's a fit or not. -So, after you've done that,
though... Like let's say that you have a prospect and you're like, "Oh, my gosh. This would be
a perfect fit here." And they still don't... You know, they're not going to take that plunge.
It feels like to me at that point, that's when it would be hard not to just hound them and be really
pushy. So, what's your advice in a situation like that? -Well, maybe this will surprise you.
Being that this is a video about sales. But if they are not fired up and excited about it,
I let them go. If I used a lot of the sales techniques that I learned back in my telemarketing
days or my door-to-door days, I could probably close more sales. But for the amount of money
that I charge today, I don't want any buyer's remorse. And so, if they're... You know,
after we have that conversation and I teach them the full picture of what's possible,
if they're not jazzed about that, I just don't twist any arms. I don't go any further. -Yeah.
Some of my experience is that I would almost rather have a no than a maybe, right? You know,
if somebody's just kind of like, "Oh, well get back to me and now we'll see..." You know, I mean,
if it is a question of where they truly are like maybe in 12 months, I'll be in a position
where this makes sense. That's a different kind of maybe. But where somebody's just like, "Well, get
back to me..." You know, I would much rather that they just say, "You know what? This isn't a fit."
And then we high five and say, "Okay. Good chat." You know, we'll probably never talk to you again.
And then you're done, right? -Yeah. And I've actually had many conversations like that. And
I like having a conversation with somebody who's clearly not qualified. And just letting them know.
Like, "Right now, you're probably not a fit for my program but it sounds like a really good fit
down the road. I mean, when you get your business to this point..." And so, when I could give some
advice, like, "Here's the step that I recommend you take now." And it's really fulfilling when
the years go by and people come back and they say, "Alright. I'm ready." Now, that's pretty
rare that I have conversations like that. But it is cool when you follow up with people afterwards
and they're following your advice. Having conversations like that, it doesn't really
feel like sales. -Yeah, do you feel like there's ever a time where it's appropriate to be a little
bit pushier? -Well, when you asked that, my mind went back to when I did door-to-door
sales. I sold these living scripture videos. Their videos on bible stories and whatnot.
And these sales technic tactics really work, okay? I sold this package. It was a 2,000-dollar
package of 4 years worth of videos. -Wow. -And we were told in our scripting and whatnot
that if they say this, if they give you this concern, then respond with these words and then
turn the paperwork towards them and hand them the pen and then be quiet. -Wow. So, I would do that
and I turned the paperwork and the lady picked up the pen and started. I'm not in my mind... Like,
"That really worked. That really worked!" So, this is just my opinion. I don't do that anymore. It's
not because I don't think that those tactics could work. Maybe it's because of the price point I
charge. Maybe it's because I'm instead of selling features, I'm selling an outcome. I'm really
committed. Like, I don't just sell videos. I don't just film videos or don't just have editing
or this quantity or this length or this level production. But I sell an outcome. I'm telling
people you're going to build a following. You're going to have a tribe of people who love you.
You're gonna generate leads and revenue in your business. And so, when I'm selling an outcome,
I'm committing a lot. Like, that's a weight that I carry on my shoulder like I just made you a big
commitment. And so, I'm not overly anxious to just push that on people who aren't ready or aren't
necessarily a fit or who aren't going to really commit to the level that I need them to. So, if
you watch this far in the episode and only if you actually have interest in knowing what it looks
like to work with me, I'm going to put Devin's email in the description below. And you can reach
out to him and learn what that actually looks like and have a conversation with the both of us.