High pressure vs low pressure sales

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Forum topic by Monte Pittman posted 08-22-2014 03:08 AM 2137 views 0 times favorited 38 replies Add to Favorites Watch
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Monte Pittman

28964 posts in 2306 days

08-22-2014 03:08 AM

Topic tags/keywords: resource question tip

I generally don’t go rushing up to everyone who walks into my booth. I position myself in the center and greet everyone who comes in. Depending on how they are going through, I offer information about the wood and the way I produce the items. I generally never give them the speech about how I think they really need any item.

Does my approach seem too passive? Do others have better luck being more aggressive with the sales pitch? Just curious.

Thanks for reading.

-- Mother Nature created it, I just assemble it.

38 replies so far

View DocSavage45's profile


8520 posts in 2811 days

#1 posted 08-22-2014 03:20 AM


Sounds assertive to me. Your work speaks to a certain group. Others will be curious but even though you have a great product I might just be window shopping? I’m sue you ask if they have any questions? Hiigh pressure might drive people away?

Are things going slower than expected?

-- Cau Haus Designs, Thomas J. Tieffenbacher

View Disneytodd's profile


31 posts in 1347 days

#2 posted 08-22-2014 03:24 AM

I’ve heard open ended questions are a good tool used in sales. I find some of my best experiences shopping have been when the saes person is genuine and sincere after that everything else just falls into place.i think your spot on fr not pushing the sales.

-- Focus on what you can do not what you can't do!

View DIYaholic's profile


19597 posts in 2643 days

#3 posted 08-22-2014 03:24 AM

No experience in booth sales, so maybe I’m way off base….

I would rather deal with a potential “friend”, as opposed to a “salesman”....
I would strike up a conversation…. try to “get to know” them.
Your items should sell themselves…. Make your customer want to buy from you.

Hard to put into a few words, what I mean….

-- Randy-- I may not be good...but I am slow! If good things come to those who wait.... Why is procrastination a bad thing?

View TheFridge's profile


9249 posts in 1454 days

#4 posted 08-22-2014 03:29 AM

I hate salesmen. I don’t mind someone trying to find out if I want/need their item, but I don’t like pushy.

Somehow I really can’t imagine you being that type of dude.

-- Shooting down the walls of heartache. Bang bang. I am. The warrior.

View longgone's profile


5688 posts in 3277 days

#5 posted 08-22-2014 03:34 AM

I always like to get a friendly conversation started with everyone possible but I never steer it in a high pressure sales talk….That might work with sales of an intangible…but not with the work we create…
I have never met a potential client who enjoys a high pressure sales pitch. It will drive them away… I always believe that we should let our work do the talking.

View lightcs1776's profile


4200 posts in 1622 days

#6 posted 08-22-2014 03:44 AM

Nope, not at all. In fact, I walk right out of places where folks are high pressure. It could be just me, but I am a lot more likely to purchase something from someone who is personable and allows me to look around. If I have a questions, I’ll ask, but I don’t want to be chased down.

-- Chris ** If there must be trouble, let it be in my day, that my child may have peace. — Tom Paine **

View hoss12992's profile


4024 posts in 1861 days

#7 posted 08-22-2014 03:44 AM

Def being a bit pushy turns most folks off. I always greet and be polite, and friendly, but some folks are more blessed with the “Gift of gab” than others, so I can chat more with these folks. I always try to keep the mood lite hearted, and that seems to go a long ways. Just being able to know who is more receptive to a bit of conversation and who is not, is key in my opinion. This has served us very well in our sales department. Im a firm believer in letting my work speak for it’s self. If somebody is on the fence over a piece, then if they are inclined to be friendly and blessed with the gift of gab, then usually they buy from us.

-- The Old Rednek Workshop

View OldWrangler's profile


731 posts in 1563 days

#8 posted 08-22-2014 04:13 AM

I agree with all who have replied. Definitely a low keyed approach is appreciate by most people. One thing that I think would add some real interest to your booth would be a video going from collecting the tree to milling and on to the finished product. Most people don’t know the process and would be interested. I really draws people into a booth (I tried it on a Powerpoint show), you can show other projects than what you bring to the show (what you can do on consignment), it’s an ice breaker that starts conversations and it is only a laptop and a cd so not a lot more stuff to carry. Just a thought.

-- I am going to go stand outside so if anyone asks about me, tell them I'M OUTSTANDING!

View mudflap4869's profile


1674 posts in 1427 days

#9 posted 08-22-2014 05:45 AM

Leave a photo album open for the people to look through showng your other works. They might not be interested in what you have in the booth, but the items in the album might bring in a lot more sales. Don’t try to hard to make a sale, let the customer buy.

-- Still trying to master kindling making

View Jake's profile


850 posts in 1599 days

#10 posted 08-22-2014 07:53 AM

Definitely a video of a product from felling the tree, to milling to the end production. We probably don’t have any idea of how many people actually have no idea about how a wooden project is made.

The 2-3 minute clip will bring a lot of people in to your booth to as more questions, it will also make your work more personal.

As far as high pressure goes – no way, I have been in sales for the last 7 years and I have seen it not work. I have actually made many more sales by saying “I really don’t mind if you buy from me or not, it does not make a big difference to me” than by trying to pressure someone into buying.

people like to buy, they don’t like to be sold.

-- Measure twice, cut once, cut again for good measure.

View ellen35's profile


2734 posts in 3401 days

#11 posted 08-22-2014 08:01 AM

I kind of sit in the booth behind a table with my work on it. If I think someone is even remotely interested, I’ll encourage them to pick up anything or touch the wood… the tactile sense sometimes sells the product. I just try to be friendly and answer any questions (“did you make these” – my snarky answer is “no, I bought them in China” – but I always answer politely that I both designed and made them). I always thank them for looking.

-- "Don't let the perfect be the enemy of the good." Voltaire

View clieb91's profile


3520 posts in 3903 days

#12 posted 08-22-2014 01:08 PM

Ellen- i sometimes think about the same answer.

Monte- sounds like you are on the right track. I tend do do the same thing and also encourage people to pick up our games and play with them a bit. Course when they ask me how to solve I tell them it comes with the solution :)

Hope the week is going good for you, we are looking forward to a 12 hour jazz festival next weekend.


-- Chris L. "Don't Dream it, Be it."- (Purveyors of Portable Fun and Fidgets)

View HillbillyShooter's profile


5811 posts in 2261 days

#13 posted 08-22-2014 03:20 PM

Low pressure is far more effective than any high pressure tactic—at least for me, my family and friends. You want to be friendly, conversational and there to help, but never pushy. Of course, the best way is to get to know your customer and direct him to items he likes or you think he might like, without appearing to do so. Good luck.

-- John C. -- "Firearms are second only to the Constitution in importance; they are the peoples' liberty's teeth." George Washington

View mahdee's profile


3874 posts in 1736 days

#14 posted 08-22-2014 03:39 PM

A likable sales person always makes the most sales.


View Loren's profile


10278 posts in 3616 days

#15 posted 08-22-2014 03:47 PM

You’ll notice that companies like Ethan Allen send
out rich catalogs that convey a rather idealized
portrayal of the manufacturing process, making
it seem more humanized than it may be.

Since you mill your own lumber you might have
somebody take pictures of your process from
tree to finished goods and make up a book
or display for people to examine. It can be
a conversation starter.

High pressure often involves a price-increase
threat. The “price is going up monday” close
is the best close and easiest close to use I have
ever seen. You do have to back up the
threat though and if you’re constantly putting
the price down for special sales nobody will
buy at “regular” price.

If prospects are showing buying signals a good thing
to do is have some bonus item to throw in,
a 3 for the price of 2 deal you can tell them
about and so forth. Make it something you
express verbally so once the conversation about
your work is opened, you can say well, “I have
a bit of extra inventory right now I want to
close out and I saw you were intrigued by
X, and I’d like to make you a special offer…”

That’s one way to use a more pressurized selling
approach without coming off as desperate or

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