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Being Persuasive, Not Pushy, When You Sell

When you are selling your products or services to clients, you don’t want to be pushy about it, you want to be persuasive.  Especially in the healthcare market, you goal should be relationship building, not short-term gain.

Have you ever been around a salesperson who seems to have everything going for them? They have no problem talking to people, people like them, and seems to meet all of their sales goals so effortlessly.

This is not because they are lucky or was born with a natural gift when it comes to selling. It is because they took the time and effort to make sure they went into the field well trained with the appropriate sales skills and product/service knowledge to make their sales seem effortless.

This salesperson, through hard work and sales training, has been given the power of persuasion because they have the ability to find out what it is that his customers need. When a salesperson is being pushy with their product, it is a turn off to the customer. The last thing a customer wants, is somebody they just met up in their face who won’t stop talking. Pushy salespeople come off rude, unprofessional and unknowledgeable.

From a customer’s point of view, a pushy salesperson comes off as someone who just arrived from a one-day sales training course on one particular product. Who is then sent out into the world to sell that product to anyone that will listen? Most consumers can see right through this.

Persuasion takes subtlety. In fact, it is much easier to persuade someone to buy your product than to actually sell it. Persuasion involves getting your customer to buy into to your product, or to see things from your point of view.

You must first get to know your customer. Take some time to ask a few personal questions. Such as where they live, what their job involves is, do they have any pets or any question that isn’t sales related.  We all joke about talking about the weather, but some of the most interesting conversations I have had about a prospect’s area starts with talking about the weather.  I make sure I know the weather where I am at, and if I am calling in, where they are at before I make the call.  So much about a prospect’s mood can hinge on the local weather. People love to talk about themselves, so ask questions.

Once you get to know your customer, find out what their needs are. You can than match up your product/service to their needs. Explain the benefits of your offerings and give them a visual in their mind of themselves using them for patient care.

Don’t do all the talking, listen to your customer. Listening is perhaps one of the most important sales skills you can posses. You can find out so much about your customer just by listening.

To persuade your customer to buy your offering is to find a common ground with your customer. Smile (even if you are on the phone, it translates), be courteous, answer their questions, learn what their needs are, listen to their concerns and try to alleviate them.  You are offering a solution, communicate that!

Once you have established what their needs are, tell them about the products/services you have that could satisfy their needs. Remember, don’t sell the product, tell them about the product, and what it can do for them.

Don’t think of it as selling, think of it as a normal conversation that you would have with one of your friends. Your sales will become more enjoyable, and they will also increase.

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