Four Keys to Closing Sales Without Being Pushy

"We all love to buy, but we hate being sold." This powerful truth sits at the heart of successful modern selling, yet many salespeople still struggle with the apparent contradiction between helping clients and closing deals.

Drawing from decades of experience in sales training and business development, host Morris Sims dispels the myth that closing requires pressure or manipulation. Instead, he reveals a refreshing four-part framework that puts prospects in control while making it natural for them to choose your solution. This approach transforms the often-dreaded "closing" conversation into a collaborative decision-making process.

Through entertaining personal anecdotes—including the story of a competitor who literally "wouldn't leave until they bought"—Morris illustrates the stark contrast between outdated, pushy techniques and the professional sales mindset that builds lasting relationships. You'll discover why sincerity is non-negotiable, how active listening reveals crucial insights, and why presenting options rather than directives creates eager buyers instead of reluctant customers.

This episode isn't just about improving your close rate; it's about fundamentally changing how you view your role in the sales process. When you truly believe your purpose is to help prospects get what they want, the pressure lifts from your shoulders. As Morris explains, "All you can do is all you can do"—and that simple perspective makes selling more enjoyable and more effective.

Ready to transform your approach to closing sales? Visit morrissimscom for additional resources and guidance on implementing these principles in your business. Get out there, meet someone new, and help them buy rather than trying to sell them!

Chapters

• 0:02 We Love to Buy, Hate Being Sold
• 2:00 The Professional Salesperson's Mindset
• 4:03 Four Keys to Help Clients Buy
• 6:39 Making Sales Easy for Everyone
• 9:12 Episode Wrap-up and Next Steps

Transcript

Speaker 1: 0:02

We all love to buy, but we hate being sold.

Speaker 1: 0:07

If our mindset is one of giving one, of helping the prospect get what they want, then how do you go about closing the sale? What a great question, and the answer is what we're going to be discussing today. Welcome to the Commission Code Podcast. We're here to help you overcome the challenges that most of us face in our business. From time to time, you know things like feeling like you're on a plateau and you just can't seem to grow your business. Or maybe feeling overwhelmed, just trying to make ends meet and yet it seems like you're always working. Or maybe you've done quite well for a while, but now nothing seems to be working anymore. Well, we want to help you solve those problems and many more. Our objective is to provide you with practical solutions so you can grow your business and have more time to enjoy the fruits of your labor.

Speaker 1: 1:08

My name is Morris Sims and I'm going to be your host for this show. I've spent years okay decades really in the corporate world teaching business owners how to increase their revenue and use professional sales processes and run their business more effectively and efficiently. I started my own consulting and training business about seven years ago, I guess, and I'm helping my clients do just exactly that Get more revenue, increase their revenue and have more time to enjoy the fruits of their labor. But I got to tell you I'm having more fun than ever helping people build successful businesses. So, with all that said, let's get on with today's episode of the Commission Code for your Success.

Speaker 1: 2:00

We've been talking about the mindset of a professional salesperson. We've been talking about the mindset of a professional salesperson. I believe that mindset has to be all about adding value and helping your prospective client get what they want. The question I hear a lot when I talk about this is Okay, morris, but how in the world do I go about closing the sale and getting them to buy? Well, you've probably heard it before, but I'll say it again we love to buy and we hate to be sold, remember. So the question is not about how to close the sale, but how to help the prospect make the best decision for themselves and their business and their family. Even if the decision is that my product or service is not for them, they can still be a raving fan for me and for my business, or for you and your business, if you add value and give. There are four things to do as a professional salesperson to help the client find the solution that's going to be right for them, then the question is totally in their control. We, as professional salespeople, have to be confident enough to allow the prospective client to be in control. So the old world of asking controlling questions and putting the prospect in a box where they have to say yes well, it's just not effective. Not only that, if you follow that pushy methodology, you'll destroy the positive, trusting relationship that you've been working so hard to build.

Speaker 1: 3:42

As a new salesperson, I can remember I really wanted to be the agent of the month, but there was this one guy that always beat me out, never failed, he always won and I came in second. Luckily, he finally aged out of the running for the new agent of the month and I started winning that dumb little plaque for my wall. I asked my friend. I said how do you close the sale? What do you do? And his answer was this I'll never forget, or I just don't leave until they buy. I said really, are you giving me trouble here? Is this true? He said yeah, that's what I do. I just stay there and keep talking until they buy. So he's going to sit in someone's home or office and wear out his welcome until they sign the application. Really, really, yeah, really, that's a true story, not the way we do professional salesperson training today. I can tell you that that's for sure.

Speaker 1: 4:52

Four things that you can do to help your prospect be in the right position to buy. First of all, you have to sincerely believe the professional person's mindset. When you're sincere and authentic about who you are and what you believe and why you're in the conversation in the first place, that is a vitally important part of the process. If you think this is just a technique or a method, well, let me tell you real people can see right through it and they're going to want to do business with you. People can see right through it and they're going to want to do business with you. You've got to believe you're there to add value and help your prospective client get what they want. Now your language and your focus have to be on the other person and not on just making that one sale.

Speaker 1: 5:40

So you got to ask questions about the prospect and what they believe and desire. To ask questions about the prospect and what they believe and desire here's the key. You must be a sincere and active listener, really interested in hearing and learning more from your prospective client, focusing on the prospective client and helping them get what they want. Learn everything you can about what they want and why they want it. We're talking about open-ended feeling kind of questions. Right and sure, of course you've got to know all the facts, but it's the why questions and what do you think, kind of questions that all you need to do is learn those things and that's going to allow you to build the best recommendation possible for your prospect.

Speaker 1: 6:29

When you build recommendations that are going to help them see their desires come to pass, I've got to tell you you've got a much better chance that they're going to decide to buy. Present the benefits of your recommendations and how any of them. Maybe you have two or three recommendations. Any of those recommendations are going to meet their needs and help them get to their desire, but they're going to have a little bit of difference between the two or three that you offer. Then all you have to do is simply ask Mr Prospect, which one of these do you think would be the best one for your business or for your family? They choose the one and you simply say, man, that's super. That's one that I would have really thought you would have liked.

Speaker 1: 7:18

But to get this put in place and to get started, we need to do this or that, whatever it has to be, to get started, to be able to get you what you want. Now I'd probably end that with to be able to get started and then I'd start filling out the application or whatever the case may be. But the whole objective is the whole idea is which one of these? We need to do these things to get you what you want. We need to do these things to help you reach your desire. So, yeah, you can make it easy on the prospect to buy. They're still totally in control, which means that they get to do what they love, which is buy, buy something that's going to help them see their desire come to pass. Now I think that's one of the most important parts of the professional sales training program making it easy Not only easy on the buyer, but easy on you. It's so much easier to know that your role is to help the prospect get what they want and that it's their decision whether or not they're going to buy.

Speaker 1: 8:21

It isn't solely resting on your shoulders. All you can do is all you can do. So what can you do? Well, you can do your best. You can do your best at finding out everything you can about what they want and why, and then presenting to them the best recommendations you can come up with. But then it's up to the prospect to decide. If you've made it easy, if you've shown them something they can choose that's going to help them reach what they desire, then you know you've done all you can do, so press the easy button and do your best. That's all any of us can do. Well, that does it for this episode of the Commission Code Podcast. This is the place where we want to help you find the commission code to success in your business. Remember, go to morrissimscom for more information and in the meantime, hey, have a great week, get out there and meet somebody new, and we'll see you again next time right here on the Commission Code. Best wishes. I'm Morris Sims.