Sales techniques: Push and Pull for best results !

Yes ... it seems quite logical that you need both; push & pull to get the sales situation moving forward and achieve good results, as if you are trying to physically move an obstacle with something stuck behind it.

• Push technique is the most dominant model in businesses today. It is centered around the model that businesses have something to offer to the marketplace, and they put their efforts to "push" what they have towards the market.  It is obvious that this is an offering-centric  (product/service) approach and starting from this point (that you have offerings to push) then you will need good market reach and this may imply the need for good marketing and sales team to penetrate the markets and reach their target customers.

• Pull technique is quite the opposite as it is based on your strength being having effective market reach and intimate customer relations that you become their preferred partner.  The customers in this case (and the marketplace) will bring them the business to their front doors as long as they have the right offerings and they can keep their customers satisfied.  

While every sales organization may try to blend the two sales techniques in their business model, they have to watch for the right balance between the two modes for optimal performance and best results.  This is easier said than done because there are many factors that intervene and have their impact on this balance.

The details of these factors and their analysis/positioning is part of the "sales optimization service" which is a blend of training and consultancy service that I conduct to interested clients who are not happy with their sales situation.