Terry L Hansen sitting

Many sales people hate the stigma of being a “pushy, fast talking-sales person”. They fear being perceived and treated that way from their prospects and customers.They also do not enjoy rejection and being told no.

Getting people to buy things is a complex process. While there are many steps involved in the buying process, sometimes well meaning sales people forget that it is a PROCESS not an event. Whether it is self inflicted or externally applied, there is enormous pressure on sales people to “close a deal” on the first call or in the first meeting. When they buckle under that pressure and ignore the fact that a prospect must still go through a buying process, problems occur. They have a tendency to skip over the “process part” and go right to pushing a product and working to close a new customer. They inevitable run into issues and become the thing they, and everyone, hates the most: a pushy sales person.

Think about the path many people follow when they get married. First they meet someone they are attracted to. Next they get acquainted and become friends. A first, second and third date usually follow. After an extended period of time of courting they get engaged. Finally they are married. Building this type of a relationship takes time and follows a path and process. Each step of the process seems to gets better and better. Why would building value in a professional relationship and selling something to a prospect or customer be any different? HINT: It is not. In my experience creating value is usually the missing ingredient. Creating value with a prospect or a customer is a process, not an event.

Here are six thoughts to help sales people slow down, follow a process and create value rather than working so hard to push a product and close a new customer:

1) Start slow and easy. Don’t make it about a product. Make it about solving a problem or accomplishing a goal.
2) Make each step of the process meaningful, relevant and valuable to them.
3) Follow a process. Use a series of well thought out steps. Do not wing it or shoot from the hip. Be intentional.
4) Have a clear end result in mind. Know where you are taking them.
5) Realize that you’re working to build value first. Selling a product comes second. Make solving problems and creating value                  your primary focus, not getting the sale.
6) Understand that if you do a good job creating value, the trust and credibility will be there, and the sale will naturally come.

Sales people who ignore the fact that buying is a process and buckle under the pressure of “closing a deal” in their first sales call will inevitable become the thing they hate the most. So be wise. Slow down. Stop selling. Start creating value. Please. It will make all the different in your business.


Terry Hansen is a popular speaker, consultant, trainer, and author on helping sales teams improve their ability to create value for their prospects and clients. He is regularly asked to train sales and management teams in strategies to find more prospects, close more sales, and increase customer loyalty through value creation strategies. You can connect with Terry on LinkedIn, or get more information by visiting www.TerryHansen.net or calling 844-205-5054.