Had a conversation with a colleague the other day about trying to gauge how much (or how little) business we each might be losing due to the fact that neither of us is particularly good at being a pushy salesperson. Cold-calling, pressing buyers to write up an offer already, convincing potential sellers to sign the listing agreement right now….
The whole conversation wasn’t about that, but we touched on it. Anyway, I know I feel like I’d do at least 1 to 3 more deal per year if I were just pushier.
But on the flip side…. One of the reasons my colleague and I agreed that we have such loyal clients as we do is that we’re not pushy. We’re real people. We have actual give-and-take conversations with clients. We give truthful advice, even when that advice means we’re not going to make a sale or get another listing.
To borrow a Forrest Gumpist sort of phrase, pushy is as pushy does. And in my mind, pushy doesn’t do well at all. Nobody likes pushy salespeople. I think the Internet will make aggressive sales techniques counterproductive as well as unlikeable.
Readers, what do you think?
Heather Barr is a Realtor and a happy workaholic. She eats more than someone her size ought to be able, and is a runner as a consequence. Her TiVo's full of spy thrillers, police procedurals and Whedonesque sci-fi.
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