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Ask very specific highly relevant questions and dig if required: A customer recently told me that they were moving away from their current company as they are not getting the commitment they would expect. I dug deeper into this problem and found out that the core reason was due to their lack of communication. Now, that’s something we can instantly focus on if we were to work with the client.

As a part of my series about how to be great at closing sales without seeming pushy, obnoxious, or salesy, I had the pleasure of interviewing Neil Sheth.

Neil Sheth, former Investment Banking business consultant turned digital content strategist and serial entrepreneur, Neil helps become brands online. He is the founder of Bubbl, a creative content agency and Miingle, an online dating publication.


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Being salesy turns people away, immediately.

I love to compare this with dating because everyone is familiar with dating in some form.

Imagine you were a man about to meet a girl for the first time in your life. From the distance she looks attractive, and deep down your caveman DNA tells you you’d like to be with her.

Now this lady walks right up to you and says: “Come on, let’s go to my place.” Oddly, you’ve reached your goal a lot faster than you had expected. …


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Objections are BUYING SIGNALS! Embrace them. Think of your last major purchase — didn’t you want to be sure you were making the right decision?

If they were not interested, they’d say ‘let me think it over’ to which you ask ‘what do you need to think over?” Maybe there’s something that’s not quite clear in their minds and you can explain that concern away with a guarantee or some testimonials.

As a part of my series about how to be great at closing sales without seeming pushy, obnoxious, or salesy, I had the pleasure of interviewing Patti Pokorchak of Small Biz Sales Coach.


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One of the things that separate success and failure in sales are simply asking for referrals or introductions. Find verbiage that works and stick with it. I always ask that my clients put my phone number in their phone in case they have questions after we talk, but it also has another effect. Once my number is in their phone, they can share my information with their friends. Sure beats handing out a lot of cards.

As a part of my series about how to be great at closing sales without seeming pushy, obnoxious, or salesy, I had the pleasure of interviewing Chris Castanes.


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In our western society, we still see selling and talking about money as tacky or taboo, which is ironic given the capitalist construct we operate under. Historically speaking, our education system was designed to prepare people for life as a worker for someone else’s company, and for being compliant to their rules and orders of operation. …


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One of the reasons this skill is ignored is because there is a misconception that only a certain personality type is meant for sales. Many people think Extroverts make better sales people. This has not been my experience. I’ve worked with and managed many different personality types and what I’ve found is that the best sales people are the ones that know how to build rapport with people who have a different communication style than them. It has very little to do with Extrovert vs. Introvert personality styles.

As a part of my series about how to be great at closing sales without seeming pushy, obnoxious, or salesy, I had the pleasure of interviewing Nikki Rausch. Nikki is the CEO of Sales Maven, an organization dedicated to authentic selling, Nikki Rausch has the unique ability to transform the misunderstood process of “selling”.


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There is a saying that people want to buy, but they don’t like being sold. Why? Because when you push people, you remove their ability to feel that they chose to buy from you and replace it with their feeling they have to buy from you. Human nature is such, especially with the male mindset, that it prefers to choose what it does vs. being pushed. …


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I think the best sales people do not think they are being pushy at all. Great brands are built on great stories.

As a part of my series about how to be great at closing sales without seeming pushy, obnoxious, or salesy, I had the pleasure of interviewing Paige Arnof-Fenn.

Paige is the founder & CEO of global marketing and digital branding firm Mavens & Moguls based in Cambridge, MA. Her clients include Microsoft, Virgin, venture-backed startups as well as non profit organizations. She graduated from Stanford University and Harvard Business School. …


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Never provide the price to someone that doesn’t want what you have and can’t tell you why they want it. Not only is this very important, but it should also make closing so much easier on the rep. Reps get nervous when they get to price, but all those nerves can go away if you already know the person wants what you have. This is key. If you did a great discovery and got benefit check in throughout the presentation, you should have them primed and ready.

As a part of my series about how to be great at closing sales without seeming pushy, obnoxious, or salesy, I had the pleasure of interviewing Kevin Dorsey, VP of Inside Sales at PatientPop and founder of www.livebettersellbettter.com


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Social media is an amazing tool that I use everyday and I consider it one of the most important inventions in history. But it has taken away our human feel. The sound of someone’s voice or their laugh. One of the best things I think we can all do is call people we love and tell them that. Nothing can replace that. An actual call, not a text of DM. There is nothing that scares a virus more than fully loved, happy and unified people.

As a part of my series about how to be great at closing sales without seeming pushy, obnoxious, or salesy, I had the pleasure of interviewing Jason…

About

Mitch Russo

Author of The Invisible Organization — How Ingenious CEOs are Creating Thriving, Virtual Companies & Power Tribes — How Certification Can Explode Your Business

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