Feeling Pushy? Focus Instead on These “Polite Persistence” Sales Skills

Almost everyone has experienced a pushy salesperson who used high pressure tactics like guilt, scarcity, and fear to attempt to make the sale. No matter the result, the encounter might have left you with a bad taste in your mouth about salespeople in general. 

It’s not surprising then, as a sales coach, one of the things I hear most often from the senior living salespeople I work with is, “I don’t want to be pushy.”   

In sales – senior living sales especially – following up with and nurturing your prospect are very important, and that’s not being pushy. Why? Because the prospect reached out to you. They figuratively raised their hand today, yesterday, a week ago, a month ago. They’re interested in senior living; they have a want or a need for what your community offers. 

It’s your job, it’s our job, to reach out to our customer. It’s not our customer’s job to reach out to us more than the first time. So even if you don’t get a voicemail response or an email response or a text response, don’t take it personally. It’s not that they don’t want to speak to you. They might be unavailable at the time you call.  

Characteristics of pushy salespeople to avoid 

Pushy salespeople often exhibit certain behaviors and characteristics that can make prospects feel uncomfortable or pressured rather than engaged and valued. Here are some key traits of a pushy salesperson to stay away from: 

1. Talking more than listening

• Feature dumping: over-explaining the product or service without taking the time to understand the prospect’s actual needs. 

• Interrupting or disregarding the prospect’s concerns in favor of pushing their pitch. 

2. Ignoring buying signals and objections

• Failing to recognize when a prospect is hesitant. 

• Dismissing objections instead of addressing them with empathy and problem-solving. 

3. Creating artificial urgency

• Using phrases like “This rate is only available today!” or “You need to act now before this apartment is gone!” 

• Pushing unnecessary time constraints like moving in by the end of the month to force a quick decision. 

4. Using guilt or pressure tactics

• Making the prospect’s adult children or loved ones feel guilty for not moving forward. 

• Using manipulative phrases like “If it were my mother, I wouldn’t want her to (move to a competitor / use home care services).” 

5. Not taking ‘No’ for an answer

• Continuing to push even after the prospect has clearly indicated disinterest. 

• Trying multiple angles to get the prospect to reconsider instead of respecting their decision. 

6. Using a one-size-fits-all approach

• Failing to discover the prospect’s needs, wants and desires to customize the pitch. 

• Treating every prospect the same rather than building a relationship. 

7. Pushing for an immediate commitment

• Trying to close the sale on the first interaction without allowing the prospect time to evaluate. 

• Pressuring the customer to sign paperwork or pay a deposit before they feel ready. 

Tips to be a more effective salesperson – without being pushy 

• Prioritize relationships over transactions. Build trust instead of rushing to close. 

• Ask thoughtful questions. Understand the prospect’s pain points before offering a solution. 

• Respect objections and timing. Allow prospects the space to decide without excessive pressure. 

• Follow up strategically. Provide value and purpose in follow-ups instead of just “checking in.” For example, send a useful blog, offer a tour/retour with complimentary lunch, or bring the prospect a thoughtful one-extra gift. 

• Educate, don’t push. Position yourself as a helpful resource rather than just another salesperson. 

• Communicate through the right channel. Older adults are more tech savvy than ever before. Some may prefer to be contacted via text or email instead of by phone. Ask them what their preference is, then use that channel. 

Focus on a #politepersistence mindset 

Sometimes, senior living salespeople only think they’re pushy, but in reality, they’re politely persistent. By practicing positive self-talk, senior living salespeople can see the results of polite persistence: stronger prospect relationships and improved long-term occupancy growth success. 

Grow Your Occupancy offers senior living sales training, coaching, and online learning to help you develop the skills you need for sales success throughout the entire month, not just at month-end. Find out more about Grow Your Occupancy: book your free 30-minute consultation today.