I was meeting with a couple of new employees of a company the other day. Great people, eager to sell better and really wanting the up-sell to work.
So as we discussed strategy they kept asking, “but if they only want THIS, how do I get them to THAT” (That being the slightly more expensive product, but simply a different format).
And I said: you don’t. The last thing you want to do when selling our product or service to someone is to piss them off in the process. I have met my fair share of pushy sales people – and when I first started out I know I was that pushy sales person sometimes. And then I learned to stop being pushy. If they don’t want the product or service you offer, how sad for them! It’s their loss (and yes your sale/commission loss too), but I’d rather they not avoid me at events, and know what I do, than have my product or service and never use it and feel like they were pushed into the sale.
Desperation is a nasty scent; try not to repel people with it.