There are many businesses that teach a very aggressive approach to selling. They train their salespeople to NOT take no for an answer and to forge ahead at any sign of resistance. I understand the necessity to break down obstacles and get past gatekeepers. Besides, how can you make it in sales or business if you collapse at the first sign of any obstacle?

My wife just happens to be a gatekeeper at a doctor’s office and has regular visits from drugs reps. Most of them offer to buy lunch for the office to get some of the doctor’s valuable time. The reps that succeed treat all of the employees with respect and use good manners. This attitude is remembered as the “relationship’ with this office grows and trust is developed. Some of them try to push their way through and usually it is accompanied with a healthy dose of arrogance. They also disregard the staff that could be their greatest ally. These reps are also remembered but not in a positive way. They may even cause the gate to be “closed” at their next visit.

From my experience persistence and consistence is invaluable to your success. But long term relationships are built by building trust through treating people the way you want to be treated. People want to buy…only after they feel heard, understood and you have presented a compelling solution to their need.

It is just like you have always heard…you catch more flies with honey!

Have a great week!

Pierce Marrs

Personality Sales Coach



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Group Leader
Comment by Pierce Marrs on May 27, 2011 at 3:46pm

Doug, some people, because of their personality,  will easily take smalls sign of persistence as pushy. They want to maintain control. Most people are 'stressed out" when they are confronted with a new idea, new sales person, new product etc...you have to set them at ease. Many times they are already busy and do not believe they have time. So, in a nutshell, many of these perceptions are out of your control.


The signs I use for measuring success is by asking, "Am I getting the results I want?" Are you finding that your sales are suffering due to your prospects feeling pushed? If you are feeling this is happening, I think it is okay to be very candid and ask. See what they say and let them know that you want to make sure that you are not being too pushy.

Also, ask yourself if you are considering the prospects needs and are you clarifying expectations during the process?

 I would be glad to discuss this more in depth with you. I have a lot of thought and questions. I look forward to hearing from you.


Comment by Doug Wells on May 27, 2011 at 1:03pm
So, what are some signs that my persistence, even while being polite, is starting to be taken as pushy by the potential customer?
Comment by Chadrick Black on December 10, 2010 at 7:25pm

Hope all is well, Pierce!  Finally finding my way back to 48days.net more often and the words "doctor's office and "reps" caught my eye while surfing around the site.  Quick story:  I once accepted a sales job with one of the big 5 pharmaceutical companies and realized very quickly it wasn't going to last long.  Your explanation of how "it should be done" in that industry is exactly right. (and I know there are some good reps out there that "get it")  Sadly, the team I was placed with could not grasp "Sales 101" and I became the guy that "didn't fit" the status quo rather quickly.  Sometime I'll have to share a sales move I would use with new business (before Pharmaceuticals) that almost promised business 100% of the time.  :) 

Group Leader
Comment by Pierce Marrs on August 29, 2010 at 7:26pm
Thanks Nathan. It has always worked for me.
Comment by Nathan Logsdon on August 29, 2010 at 7:21pm
Too true Pierce. There is nothing worse then a pushy sales person...look for a win win relationship and the repeat business will be a stream that will continue to flow as long as that relationship is nurtured.
Comment by Archie Winningham on March 22, 2010 at 6:02pm
Right on Pierce. Plus, an arrogant and obnoxious salesman as Dan mentioned may make a quick sale, but only through impulse buyers. When this happens the salesman better make good of that dollar he just made, because statistically that customer will dodge him the next go around. I also believe it's the good relationship that makes all the difference. I'm not an expert on this, yet, but I can speak from the other side as the customer.
Comment by Dan Miller on March 22, 2010 at 4:09pm
Yep - pushy, arrogant and obnoxious aren't going to cut it. But compassion and persistence still work wonders.

Group Leader
Comment by Rob Clinton on March 22, 2010 at 7:05am
Thanks Pierce, and I love your last quote there, that pretty much says it, "you catch more flies with honey!"
Comment by Corrina Casillas on March 22, 2010 at 6:11am
love this post thanks

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