The Energy of Push and Pull in Sales

I discuss the concept of push and pull in the buyer-seller relationship. Often, our enthusiasm for our product or service can overpower the conversation and actually push the buyer away. Psychology tells us that people naturally counter the energy directed at them, so it's important to control and curtail our enthusiasm when talking with prospects. This push and pull dynamic is similar to the chess game in jiu jitsu, where pulling someone forward is more effective to sweep them back than starting off by pushing them back. Tactics for approaching sales conversations with a disqualifying agenda and focusing on "Discovery" and not "Convincing" lead to a healthy, balanced and effective conversation with our prospect