Pushing prospects away does not seem natural, but successful salespeople have determined it can be one of the most powerful tools in their arsenal. What is meant by pushing prospects away? You could think of it as doing the opposite of what the prospect expects you to do.

Salespeople are notorious for chasing prospects, trying to persuade and convince them, then never taking no for an answer. Truly successful salespeople often will act as if they do not want the business, or at least that they are not desperate.

The next time you feel like saying, "you are going to love this!"…try saying, "I am not really sure this is what you are looking for". Or when it is obvious your prospect has issues that need fixing, nicely say, "this really does not seem that bad, are you sure you want to spend any money on this?".

The more you act as if you do not want to sell your prospects, the more often they will coming running to you. Remember "Pushing Prospects Away" before your next sales call, or call Sales Concepts at 440-575-7000 for help.

P.S. The January and February training calendar is now available online at http://www.salesconceptsinc.com/schedule.aspx. We look forward to seeing you in class soon.

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