Upon further discussion, I found out that she feels compelled to push when she's stressed. Most of her sales are conducted over the phone and as a result, she thinks that sometimes there is a breakdown in communication.

I asked, "Sarah, do your clients get the impression that you are desperate or diligent?" She thought for a moment. Then replied, "You know, I pride myself on my follow through. However, I think that when I get excited about the sale, it may sound as if I move from the 'helpful' phase of the call to the commission-is-calling approach, and I don't like that feeling."

Do YOU sometimes get the impression that you are pushing to close? That you are looking at your dearth of sales and just have an overwhelming  need to just push the sale through? If that's the case, you may be experiencing what Sarah goes through.

1. Avoid pinning the customer into YOUR time frame. For example, telling the customer that you will call him in two days doesn't empower him to take the lead. What's so special about two days? Ask your customer when is the best time for him. You may find it's sooner than two days. Once you negotiate the day and time, then be diligent by following up when you promised.

2. Avoid the "end of month special" approach. Whenever a salesperson tells a customer that they have to purchase by the last date of the month/quarter/year, it spells "desperate" to a customer. Let the customer know about the deals and be more relaxed about the end of month. You can follow up, and in fact, I encourage you to do so...just don't PUSH for the end of the month. Customers are able to recognize a good deal and they buy on their time frames. Just keep in mind that if the customer misses the 31st deadline, they will end up paying more and you increase your commissions. 

3. The same is true for price increases for those of you in commodity markets. When you call and tell your customer the price is going up by the 6th, another reminder call, email, or note is perfectly in order. The customer has a calendar--give them the options of when to buy when there's an impending price increase on the horizon.

4. Always do what you say. If you tell the customer you will call on Thursday at noon, it doesn't matter what has occurred, call the customer at that time! Even if an emergency has arisen, call before that time and let him/her know.

5. Follow up, follow up, and don't forget to follow up! Remember the "diligence" part?