A sales coach breaks down why you sound pushy on calls and how to fix it. The key: adopt a detached stance with high intent to help but low attachment to the outcome. Stay calm and certain, and don't buy into prospects' limiting stories about what they can't do.
You're coming across way too pushy and you don't even realize. I'm going to show you 3 things to eliminate that so you can close a lot more deals. Number 1, you got to come across detached. We call that HILO. That stands for high intent, high intent to help, but you have low attachment whether they buy or not, because who has the problem, the prospect or you? The prospect has a problem. So if you're attached to them, like solving the problem, them pain, they feel that nervous energy, it's over. Number 2, you want to practice being internally excited about selling every day, whereas most reps are externally excited. You come across uncertain sometimes. You come across pushy. You come across like you're judging them. A lot of times you come across like you have a nervousness in your tone. So they throw an objection like, hey, I need to think about this. You're like, well, John, I mean, I guess you could, but what happens? And you sound nervous. So it triggers their nervous system to feel like you're hiding something, like it's a bad idea for them to move forward. So you want to come across more certainty in your tone. I still come across assertive, okay? Yet they know that I care for them. There's a difference between being pushy and being assertive. Assertive, you're the expert. I also wanna come across more collective, more calm. Hey, you know, I really need to talk to my spouse. Sure, yeah. What do you feel like your spouse would say about XYZ? And number 3, do not buy into their story or their limiting beliefs. Hey, we don't have the money. Okay, well, when do you feel like you have the money? 3 months from now. Okay, well, let's set up a follow-up. You just bought into their effing story. You offered them no value. You have to get them to feel like you understand them, their needs, their desires, their wants, even their fears, and do that without judging them. Okay, I'm coming across like I'm concerned for you, the consequences if you don't change. Okay, start doing those 3 things, you're going to come across way less pushy and close a lot more deals.
