Sales is never pushy, but proactive

It's no wonder you don't want to be "that salesperson" when your inbox is flooded with pushy salespeople. But aren't you leaving money on the table?

I get it all too well. Your inbox is full of pushy salespeople. Your LinkedIn is flooded with AI-generated messages.

This is absolutely not how you want to be.

Only in the tech sector do I see the opposite problem: professionals who are so afraid of being pushy that they become passive and miss opportunities.

So isn't your fear of being "pushy" the reason you're losing deals?

In my view, it's all about the difference between pushy & proactive:

→ Pushy selling is about pushing your agenda

→ Proactive selling is about clarifying customer needs that they themselves do not yet have a clear understanding of

My most controversial proposition is that many tech experts are leaving money on the table because they are too afraid to be commercial.

It doesn’t fit their identity as an expert.

Experts and consultants often have valuable insights. But they keep them to themselves for fear of seeming pushy. They don't ask the critical questions that can help the client further.

The irony?

By not being commercial enough, you deprive the customer of valuable help they may desperately need. Who better than you, the expert, to help them formulate their question? And translate that into your value proposition?

Don't be pushy like everyone else. But be proactive. Help your customer define their needs and see your value.