How to Be Persistent Without Being Pushy

As part of the BEyond Sales series, this month we’re focusing on BEing Inquisitive
This weeks focus: BE persistent - WHEN they don’t respond, what will you do?
For sales professionals everywhere.

Persistence is one of the most powerful tools in sales—but it’s also one of the most misunderstood. The fine line between being persistent and being pushy can make or break a deal.

Here’s the truth: successful sales professionals stay the course. They know when to push, when to pause, and when to pivot.

Stick With It—The Right Way

Whether you’re:

• Asking essential Discovery Questions early in the sales process,
• Following up on a proposed solution,
• Handling concerns or objections, or
• Asking for a commitment,

…the ability to stay engaged until you reach the desired outcome is critical.

But what happens when the buyer doesn’t respond the way you hoped?

Shift Your Approach, Not Your Goal

When faced with silence or vague answers, don’t retreat—reframe.

• Ask From a Different Angle:
  If they sidestep a question, rephrase it. Instead of, “Is this within your budget?”try, “What would you feel comfortable investing in this project?”

• Take a Beat, Then Circle Back:
  Sometimes, buyers need space to process. Ask a different question, then return to the original one later.

• Make It About Them:
  People love talking about themselves. If the conversation feels stalled, pivot with, “I’d love to hear more about how you envision this space/product fitting into your lifestyle.”

The Golden Rule: Be Persistent, Not a Pest

If you know they want to buy—and they can buy—don’t hesitate. Ask for the sale.
And if they bring up a concern? Address it and ask again.

Persistence isn’t about pressure; it’s about guiding. It shows you care about helping them find the right solution.

Try These Actionable Tactics:

1. Use the 3-2-1 Follow-Up Rule:
   After sending a proposal, follow up 3 days later, then 2 days after that, and finally 1 more time the following week. Each message should add value or new insight—not just, “Checking in.”

2. Reframe No-Responses as Opportunities:
   Silence doesn’t always mean disinterest. Try, “I know things can get busy—should we revisit this next week?”

3. Stay Solution-Focused:
   If concerns arise, focus on solving the problem, not just pushing the product.

4. Self-Check for Patterns:
   Notice when you feel the urge to back down too soon. Is it discomfort with rejection? Fear of being “pushy”? Recognizing these patterns can help you transform them.

5. Know When to Walk Away:
   Persistence is powerful, but knowing when a prospect truly isn’t a fit is equally valuable. Invest your energy wisely.

Sales isn’t just about closing deals—it’s about creating meaningful connections. Persistence, when done right, shows buyers you’re committed to helping them succeed. It builds trust, deepens relationships, and ultimately leads to more “yeses.”