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How to sell face-to-face to your customers without seeming pushy

Effective selling is an art that involves much more than just a pushy sales patter. Everything, from how you prepare to what you say and do, will have an influence over whether or not you excel at face-to-face selling. The key to achieving great face-to-face sales is to get your message across without being pushy – that way your customers are much more likely to take positive action.

Know your customer

Effective selling is not just about knowing your own business, products and services, it’s also crucial to have a good understanding of who you’re trying to sell to. What do your customers want and how can your business give it to them?

Be concise

The most effective salespeople understand the value of keeping the conversation short when it comes to making an impact. Don’t waste your customer’s time – or your own – with a lengthy sales pitch that is only 30% information and 70% useless or pushy chat.

Align your products or services with their need

A sales pitch that focuses purely on how wonderful a product is will be almost useless if there is no alignment with what this particular customer actually needs. So, make sure you highlight how your products or service will help them specifically.

Don’t be afraid to ask questions

Interaction is key to engagement and asking questions is a great way to get customers to be more focused on the conversation. Use questions to find out more about customer needs, for example, “I noticed your website states ____ – how are you currently achieving this?”

Make sure you answer any questions the customer asks

If you’re faced with a direct question, always answer it. Dodging the issue or fudging an answer will immediately impact on customer trust and impede any potential sale. Answer the question with information, data, explanations and examples. Avoid waffle or spin.

Show your customer how much you care about what you do

There are few things that are more convincing than someone who is genuinely passionate about a product or service. If you really believe in what you’re offering then the chances are that your customer will too so don’t be afraid to let that passion show.

Be creative when you’re selling

A dry, uninspiring sales chat is rarely effective – you can increase your chances of success by being more creative in the way that you approach pitching your product.

Know your market

It’s important that you’re able to show an understanding of where your business sits in the market so that you can demonstrate why your products and services are unique and better than competitors.

Regardless of the outcome always follow up

It’s not always possible to accurately interpret customer reaction to a sales conversation so it’s always worth following up. What may have seemed like a rather unenthusiastic response could have changed, since you spoke, into a firm commitment.

Our “The Client Meeting – Face to Face Selling” course is designed to help anyone improve selling face-to-face to customers without being pushy.

In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.