In team oriented sales, such as MK, there are pushers and pullers. “Pushers” are people who “dial for dollars”, ask you to order as a “favor”, or basically make you feel “pushed” into placing an order. Customers can feel pushed as well. When you make their ordering product for your benefit, such as you are in a contest, and do not offer enough that is for them, you are pushing.
In our business, there are also “pullers”. These are people who offer exciting contests to spur you to sell and order. They work hard at selling the product and gaining new customers, as well as recruiting. They do not expect you to work for them, but with them. They “pull” you with them to the top.
As a consultant, you can do much better by “pulling”. When selling, make everything more about “what’s in it for them” and make them feel important. When recruiting, talk about how you will be rooting for them and offering suggestions as they work. They work for themselves but are never left out in the cold alone.
Pulling works much better in life than pushing. When you push, you impose your agenda onto others. They may do what you want (accept your “sales pitch”), but you will not have as much trust and excitement as when you pull. When you pull, you make it all about your team member or customer and you feel like you have helped them instead of them only helping you.
Think to yourself, “Am I a pusher or puller? How can I change what I am doing to get better results by pulling more and pushing less?”. Try your new ideas in your next sales pitch and see if you get better results. Do you think you will?