It’s common to feel that we’re being pushed or cheated when we need or want to buy something.

When we talk about sales, the worst associations are made. It usually involves someone pushing a product or service that people know very little about so that, in the end, the salesperson can get something out of it. As a result, it’s unlikely that anyone will appreciate a salesperson interrupting them and answering the fateful “Can I help you?” with a “I’m just having a look”.

This is because sales are still based on numbers and targets and miss the essential point: meeting a need. When the sales professional is concerned with meeting a need and not pushing the product at all costs for a commission, this process tends to be more assertive.

In fact, this is one of the reasons why, here at Scooto, we don’t work with any kind of commission in sales operations. Bonuses make the sales process much more about the seller than the buyer, and that’s everything we don’t believe in. I’ve talked more about this topic here.

It’s also important to mention that part of the refusal behavior when faced with a sale also happens because buying is usually an individual experience. Generally, we want to research on our own, understand on our own and even make mistakes on our own. When we feel that someone else is getting in the way of this process, it’s only natural to reject them.

And when we understand this dynamic, it’s easier not to lose sight of the maxim: selling is about facilitating the buying process.

This is basically the Scooto way of selling anything. More than a service or product, we focus on selling a solution to a person. Understanding that selling is less and less about interfering in a decision and more about guiding towards a solution.

Marina Vaz, CEO and Founder of Scooto