Stop Pushing, Start Pulling: A New Approach to Sales
Pulling Prospects In (Without the Pressure)
We’ve all experienced the pushy salesperson, someone who just can’t seem to take a step back. It feels uncomfortable, right? But what if we told you there’s a way to flip the script and actually make your prospects come to you, without all the pressure?
People don’t want to be sold to - they want to be understood. In a world dominated by automation and AI, your advantage is your ability to connect as a real person. AI can crunch the numbers, automate follow-ups, and generate leads, but it can’t build trust or genuinely understand your prospect’s challenges.
Start With Curiosity
Rather than pushing your product, pull (we’re not suggesting a tug-o-war ‘pull’ but more of a softer natural one) bringing prospects toward you by showing genuine interest in their needs. Forget the script for a moment. Ask about their challenges. What’s really on their mind?
When you start from a place of curiosity, you shift the dynamic entirely. Even small moments of genuine engagement can make people feel valued and open the door to ongoing conversations.
Understanding Obstacles
Sometimes prospects raise objections. These aren’t roadblocks - they’re just obstacles. Common obstacles include:
“It’s too expensive”
“I need to think about it”
Addressing obstacles early helps you prevent frustration later. Ask about budget upfront. Clarify decision timelines. Who else is involved, and when do they hope to move forward? Early conversations build transparency, trust, and make the process smoother for everyone. For more on ‘working with obstacles’ click here.
Trust Over Selling
People open up when they feel heard. They start to trust you. And when they trust you, selling becomes unnecessary. You’re not forcing a sale - you’re having a conversation about how to make their life easier. That’s how you pull people in. It’s authentic, it’s human, and it works. Over time, consistently applying this approach leads to stronger relationships, better outcomes, and referrals that naturally grow your network.
Takeaway
Focus on understanding first. Listen, ask questions, and respond thoughtfully. When you treat objections as obstacles, and approach prospects with genuine curiosity, you create meaningful, long-lasting connections.
Need support to start pulling the sales in? Our outsourced Sales Representation ,and 1:1 Sales Mentoring could be exactly what you need. Get in touch today to find out how we can help you build relationships, close more opportunities, and grow your business.
