Push vs Pull Selling
Push selling forces the buyer toward the sale.
Pull selling attracts the buyer toward it. The two represent opposite approaches to selling, with opposite relationships to the buyer. Push selling pushes the buyer toward the sale applying pressure, overcoming resistance, forcing the buyer through the decision. Pull selling attracts the buyer toward the sale building trust, demonstrating value, drawing the buyer toward the decision they choose to make. Push selling forces; pull selling attracts. The difference matters because the two produce different results: push selling produces resistance and regret as it forces the buyer, while pull selling produces willing buyers who choose to buy. Understanding the distinction directs the seller toward the pull selling that attracts willing buyers rather than the push selling that forces resistant ones.
Sales System Framework
This matters because push selling works against the buyer while pull selling works with them. The push seller forces the buyer toward the sale, working against the buyer's resistance, producing the resistance and regret that forcing produces. The pull seller attracts the buyer toward the sale, working with the buyer's own movement toward the decision, producing the willing buyers who choose to buy. The push selling works against the buyer; the pull selling works with them. Understanding the distinction directs the seller toward the pull selling that works with the buyer rather than the push selling that works against them.
Why Pull Selling Produces Willing Buyers
Pull selling produces willing buyers because it attracts the buyer toward the decision they choose.
Pull selling works with the buyer's movement toward the decision. The buyer moving toward the decision becoming aware, interested, ready to decide is drawn toward it by pull selling, which works with this movement rather than against resistance. The pull selling works with the buyer's movement, drawing them toward the decision. Pull selling works with the buyer's movement toward the decision.
Why Trust Matters More Than Persuasion
Working with the movement attracts the buyer. The trust and value that pull selling builds attract the buyer toward the decision the buyer drawn toward the decision by the trust and value, choosing to move toward it. The pull selling, working with the buyer's movement, attracts them toward the decision. Working with the movement attracts the buyer, the trust and value drawing them toward the decision.
What Is A Value Proposition?
The attracted buyer chooses the decision willingly. The buyer attracted toward the decision chooses it willingly deciding because they were drawn toward it, not forced. The pull selling, attracting the buyer, produces the willing buyer who chooses the decision. The attracted buyer chooses the decision willingly, the attraction producing the willing choice. Pull selling produces willing buyers, working with the buyer to attract them toward the decision they choose willingly. The Sales System uses pull selling, attracting willing buyers through trust and value rather than forcing resistant ones through pressure.
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Choosing Pull Selling
The distinction suggests choosing pull selling, which attracts willing buyers and works with them.
Pull selling produces the willing buyers that sustain sales. The willing buyers that pull selling produces drawn toward the decision they chose are satisfied buyers who value the offer and trust the seller, producing the relationships and reputation that sustain sales. The push selling produces resistant, regretful buyers who undermine sustainable sales. Pull selling produces the willing buyers that sustain sales.
Transaction vs Relationship
Pull selling works with the buyer, aligning with how sales should work. The pull selling that attracts the buyer through trust and value works with the buyer, aligning with the helping-and-serving understanding of sales. The push selling that forces the buyer through pressure works against the buyer, contradicting the helping-and-serving understanding. Pull selling works with the buyer, aligning with how sales should work.
What Is Sales?
Pull selling is built through trust and value. The pull selling that attracts the buyer is built through the trust and value that draw them toward the decision building trust, demonstrating value, helping the buyer move toward the decision they choose. The seller who builds trust and demonstrates value uses pull selling, attracting willing buyers. The pull selling is built through the trust and value that attract the buyer toward the decision they choose.
Why Trust Matters More Than Persuasion
The Practical Reading
Push selling forces the buyer toward the sale while pull selling attracts them toward it. Pull selling works with the buyer to produce willing buyers, where push selling works against the buyer to force resistant ones.
The first move is to distinguish push from pull selling. Push selling forces the buyer through pressure, working against their resistance; pull selling attracts the buyer through trust and value, working with their movement toward the decision.
The second move is to recognize that push selling produces resistance and regret. Push selling works against the buyer's resistance, intensifying it, and forces a decision the buyer regrets. The forcing produces the resistance and regret.
The third move is to recognize that pull selling produces willing buyers. Pull selling works with the buyer's movement toward the decision, attracting them through trust and value, producing willing buyers who choose the decision.
The fourth move is to choose pull selling, built through trust and value. Pull selling produces the willing buyers that sustain sales and works with the buyer, aligning with how sales should work. It is built through the trust and value that attract the buyer toward the decision they choose.
Sales System Framework
The distinction between push and pull selling is the distinction between forcing the buyer and attracting them. Push selling forces the buyer through pressure, producing resistance and regret; pull selling attracts the buyer through trust and value, producing willing buyers who choose the decision. The seller who chooses pull selling, built through trust and value, attracts the willing buyers that sustain sales, working with the buyer rather than against them.
Related Reading
Why Trust Matters More Than Persuasion
What Is Sales?
How To Close A Sale Without Pressure
Sales System Framework
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Frequently asked questions
Find answers to the most common questions about our products, shipping and returns.
What is the difference between push and pull selling?
Push selling forces the buyer toward the sale through pressure, working against their resistance applying pressure, overcoming resistance, forcing the buyer through the decision. Pull selling attracts the buyer toward the sale through trust and value, working with their movement building trust, demonstrating value, drawing the buyer toward the decision they choose. Push forces; pull attracts.
Why does push selling produce resistance?
Push selling produces resistance because it works against the buyer's resistance, and the pressure it applies often intensifies the resistance rather than overcoming it the buyer, feeling pressured, resists more. The buyer forced past their resistance to a decision they were not ready to make often regrets it. Push selling produces resistance and regret by working against the buyer.
Why does pull selling produce willing buyers?
Pull selling produces willing buyers because it works with the buyer's movement toward the decision, attracting them through trust and value rather than forcing them. The buyer drawn toward the decision by the trust and value chooses it willingly, deciding because they were attracted rather than forced. The attraction produces the willing buyer who chooses the decision.
Which is better, push or pull selling?
Pull selling is better because it produces willing buyers who sustain sales and works with the buyer, aligning with how sales should work. Push selling produces resistant, regretful buyers who undermine sustainable sales and works against the buyer. Pull selling, attracting willing buyers through trust and value, is more sustainable and aligns with the helping-and-serving understanding of sales.
How do you do pull selling?
Do pull selling by building trust and demonstrating value that attract the buyer toward the decision they choose building trust through honesty and serving the buyer, demonstrating the value the offer provides, helping the buyer move toward the decision. The trust and value draw the buyer toward the decision they choose willingly, attracting the willing buyers that pull selling produces.
Does pull selling mean being passive?
No. Pull selling is active but works with the buyer rather than against them. The pull seller actively builds trust, demonstrates value, and helps the buyer move toward the decision but attracts the buyer rather than forcing them. It is active attraction, not passive waiting, working with the buyer's movement toward the decision rather than forcing them against their resistance as push selling does.
