Why ‘Don’t Be Pushy’ is Bad Sales Advice, According to Saraplowman

In a recent LinkedIn post, Saraplowman challenges the widely accepted sales advice to “don’t be pushy,” arguing that this guidance has led to a generation of sales representatives who are hesitant to perform essential follow-up and objection-handling tasks. Saraplowman contends that this fear of appearing pushy is actually hindering sales success.

Saraplowman begins by directly addressing the problematic advice:

“Don’t be pushy” 🙄 Whoever came up with that advice for salespeople really screwed up an entire generation of reps (sorry I said what I said)!!!

The post elaborates on how this ingrained fear manifests, leading reps to avoid crucial steps in the sales process. Saraplowman clarifies what constitutes genuinely pushy behavior versus necessary sales persistence.

Distinguishing Persistence from Pushiness

Saraplowman draws a clear line between aggressive, unwanted tactics and the diligent efforts required to close a deal. According to Saraplowman, excessive, repetitive calls or forcing a sale on an unwilling buyer are indeed pushy. However, consistent follow-up after being ghosted or reiterating a proposal after a soft rejection are not.

The Job of a Sales Representative

Saraplowman emphasizes that core sales activities, such as following up and asking for the business, are fundamental to the role. The post argues:

Doing the thing you literally get paid to do? Also not pushy!!!!

Furthermore, Saraplowman addresses the apologetic tone many salespeople adopt, which can undermine their credibility. The post suggests that apologizing for making a call or for not immediately reaching the right person makes reps sound insecure.

The Power of Persistence in Sales

Saraplowman shares personal career experiences to underscore the value of perseverance. The author highlights that significant opportunities often arise from continuing efforts when others have given up.

Some of the biggest opportunities in my career came from one more call, one more email, and one more follow up when everyone else had already given up…

This perspective challenges the notion that most sales failures stem from being too aggressive. Instead, Saraplowman posits that the primary reason for lost deals is premature cessation of effort.

The Modern Sales Landscape

The post points to the increasing number of touchpoints required to engage prospects, particularly in the C-suite. Saraplowman notes that current market dynamics necessitate a sustained approach.

Most salespeople aren’t losing deals because they’re too pushy…they’re losing deals because they quit way too soon…(FYI it takes like 15 touch points now to get in touch with a c-suite!!) 😅

Saraplowman’s insights suggest a need for a strategic re-evaluation of sales training and mindset, encouraging reps to embrace persistence as a critical component of their job rather than a form of unwanted pressure.