You can lead a horse to water, but you can’t make it drink. The old adage has been trotted out almost as much as the other equine phrase (beating a dead horse). It rings true however, especially as applied to the principle that a sales rep shouldn’t ask for the order, but wait for the prospect to give it up.
Many people react poorly whenever they feel even slightly like they’re being pushed into something, goodness knows if a sales rep in a store even asks me if I need help finding something I feel rushed and pressured. In a more direct sales environment it’s even more important to ensure that the client feels completely in control, and that they’re making all of the decisions.
While this principle may be hard to follow at times, it is vital to the development of a sales relationship. While frustrating to have to resist hurrying a prospect along, or straight out asking them for a decision, you have the best chance at a favorable outcome if the rule is adhered to.
BoweryJE22
I agree with you that this saying really does ring true. If they aren’t giving you the order then it is not 100% mutual.
It’s a good reminder that we don’t have the final say when it comes to the sale. Always be conscious to try your best, but never force a sale on someone.
Your comment about instinctive response to sales reps in stores is all-too real. I instinctively fall to being defensive as soon as someone asks if they can help. I feel like once I have entered a conversation about a product, or they have taken time to help me find something, that I owe them some courteous obligation to buy, or else I am somehow slighting them or proving myself ungrateful.
There has to be a better way to make yourself available as a sales associate without placing that sense of pressure on the consumer.