One of the things that struck me is that there is a downside to pushing your clients too hard. When you push too hard, you turn people off as you’re trying to get them to close when they’re not ready to or pushing them outside of their normal buying processes. When your clients get turned off by you, you become client repellent and you either risk losing the sale or losing the opportunity to sell another day.
The best strategy to ensure that you’re not pushing to the point of alienation is to always make sure that you have an incredibly full pipeline. If someone’s not ready today, you can work with another prospect until they’re ready and avoid stress. The other thing you can do to make sure you’re not pushing too hard is to have a broad layer of support and contact with multiple people within your client’s organization.
[bctt tweet=” Sales are made more easily and more quickly when you follow the buying process of the customer.” username=”EngageColleen”]
Don’t push your clients past the point of alienation to meet your arbitrary deadlines.