A “PULL” marketing strategy is one where the customer comes to believe the products you have is the one they have to buy. The beauty is when the customer believes this, price becomes less of an issue. More on the “Push & Pull Sales Strategy”. A “pull” sales strategy is centered around you, the salesperson, asking questions to get the customer to reveal the needs they have and the outcomes they desire. By asking questions, you’re allowing the customer to drive the discussion — or so they think — and thus they will be far more likely to convince themselves. Once they have convinced themselves, there is nothing stopping them and they will be adamant about buying to satisfy their need. This makes selling a lot easier for you. So go through your sales process, add one to five questions that you think you ask customers about your product. Get them conversing with you and see a fraction of the difficult customers coming through.
