[powerpress]
Please stop creating images in your head that are not true.
This is what you tell me, “I don’t want to be high pressure or pushy like a used car salesman.”
So let’s talk about that picture a little bit. What does that even mean?
I have never bought a used car. So I had to ask you all what you meant by that.
Here is what I got:
“Bad suit, comb over, smooth talker… Think Cal Worthington and his dog Spot.”
“Ulterior motive, doesn’t have your best interest at heart, manipulative.”
“Almost willing to say anything to sell a car.”
“Willing to say whatever it takes for the sale. Does not have my best interest at heart.”
“Greasy hair.”
“Tries to push me past my comfortable limit and convince me that it is do able.”
“They promise all kinds of stuff and never fulfill it.”
“Toupée.”
“Hairy chest gold chains.”
“Bad breath, yucky, do anything for a sale.”
Here are my 3 ultimate tips to never be high pressure or pushy like a used car salesman.
1. Don’t go bald or put a lot of grease in your hair. Don’t wear heavy mafia like gold chains, and if you have a lot of chest hair, get it waxed. I think if you are selling in yoga pants and a workout t-shirt from Target, you are probably good.
2. Check your motive and be transparent about it.
Do not say things like, “I’m not trying to sell you anything.” That’s not true. If you are trying to say this to make people feel comfortable, it’s not super effective and it’s likely making you uncomfortable as well because it’s not really true. You are in business. You make commission. A better way to remove pressure, which is likely what you are doing, is to say, “This is my business. You don’t have to buy anything, but if you see something you like, I will help you order today.”
Consider this. Perhaps the used car salesman isn’t really trying to be manipulative, maybe he just hasn’t been trained properly in communication…
3. Do not say anything to make the sale.
Ok, I think you already know this. So if you aren’t supposed to say anything to make the sale, what the heck do you say to make the sale?
You say this, “I wouldn’t be doing my job if I didn’t ask you this question, would you like to order this package today?” And if they say yes, don’t freak out and go, “REALLY!?!?!”
Just smile and write up the order. You can ask, “Is there anything else you would like to add to your order to save on future shipping?” If they say yes, add it to the order.
If they say, “no,” just offer another lower priced package and ask, “would you like to get this one instead?”
This is not trying to “push past my comfortable limit and convince that it’s doable.” It’s jut offering and asking.
The best part is, it works. 🙂 Your customer is waiting for you to ask, and if you don’t, there is a lot of awkwardness. There is less weirdness if you just ask the way I just explained. “I wouldn’t be doing my job if I didn’t ask you this question… would you like to to order this today?”
Ok, to recap, here is how not to be high pressure and pushy like a used car salesman. Don’t have greasy hair. Don’t lie. And ask for the order simply and kindly at the end. That’s it! And you are good to go. And then stop saying this to me! When your team mentioned the same concern, make sure you pass these words onto them. 🙂
If you haven’t already done so, make sure you subscribe to the podcast via iTunes or Stitcher. Thanks for listening. Looking forward to chatting next week.
Tasha