Most business owners believe that unless they push hard, they can’t close deals.
But here’s the truth: people don’t like being pushed in sales.
When prospects feel you’re forcing them, it backfires. In B2B or consultative selling, where trust matters more than pressure, being “pushy” often damages long-term relationships.
So what’s the alternative? Be a pulley instead of being pushy.
What Does “Pulley in Sales” Mean?
Instead of forcing, you pull prospects forward by asking meaningful questions.
You guide them towards their own decision instead of imposing yours.
The goal is still a decision — but in a way that makes clients feel respected.
Real-Life Example
Recently, a father and son approached me about joining my Marketing & Sales Implementation Program. The son had launched an Italian brand of shower panels but struggled to sell them.
I asked the father — who had been in bathroom fittings for decades — what his strategy was back when showers were new in India and people mostly used buckets. He said, “External factors changed, and sales grew.”
So I asked him: “Do you think your son should also wait for external factors to change, or should he create controllable strategies right now?”
That single question shifted the conversation. Instead of pushing them with offers or pressure, I pulled them into discovering their own solution — and it led to a close.
Final Word
You don’t need to be “pushy” in sales.
Become a pulley — someone who asks, listens, and guides.
That’s how you win long-term, high-value clients in today’s market.
FAQs on Pushy vs Pulley Sales
Q1. Is being pushy in sales effective in B2B?
No. In B2B, pushy tactics often backfire because decisions are rational and involve multiple stakeholders. A consultative, question-led approach builds more trust.
Q2. What does it mean to be a “pulley” in sales?
Being a pulley means guiding prospects by asking meaningful questions that uncover challenges, rather than forcing your product. It creates pull instead of resistance.
Q3. How can business owners apply the pulley method in their sales process?
Start by asking questions like:
- “What challenges are you facing with your current vendor?”
- “What’s stopping you from reaching your goals right now?”
- “If you could fix one problem today, what would it be?”
This shifts the focus from selling to solving — and clients are more likely to say yes.
For business owners in Mumbai, Bangalore, Delhi, Hyderabad, and Ahmedabad, the pulley approach isn’t just a tactic — it’s a mindset shift. Clients in metro India are savvy, and they value problem-solvers over pushy salespeople.
Start being a pulley — and you’ll see clients not only buying from you but also trusting you for the long haul.
I hope you found this relatable and helpful. If you have any doubts or would like to connect with me personally, please email me at jiteshmanwani@gmail.com