Dealing with pushers
🎯 Win more deals by selling the way they buy—not the way you sell. 🎯
DiSC Sales Assessment & Workshop
A customer signs a contract, then asks for a better deal.
A boss pushes for urgency, then delays their own approval.
A coworker on another team says, “That’s your responsibility, not ours.”
Some people push hard for their way.
We may see it as a put-on or an integrity issue, but that is our judging them.
Let’s instead think about how we can handle these dominant, or “High D” style communicators…
These people generally have a driving need for results – autonomy, avoiding weakness, control, authority, progress, and influence.
You take it personally, you lose.
You speak their language, and you may just win…while gaining respect.
Be Direct. Be Factual. Be Firm.
Skip the preamble. D Styles respect confidence and efficiency, not explanations or emotional appeals.
When they come back and ask for a better price after an agreement, instead of defending the original agreement, try:
“What would you like me to remove to be able to reduce the pricing?”
“No. We agreed on X for Y. (And stop talking).”
Give them the hard facts, the bottom line, briefly and firmly.
Set Clear Boundaries.
D Styles push because they can. They test limits. That’s not a flaw—it’s a feature. They’re facts-driven, and your limit is another data point.
Your job is to calmly and confidently show them where your limits are.
When you say no, mean it. And don’t explain yourself into a corner.
Don’t Flinch, Just Pivot.
When you stay calm, answer directly, and keep your tone neutral, you flip the power dynamic. You're not reacting. You're redirecting. You’re grounded. You’re powerful.
Try:
“That’s not something I can do. If your priorities have changed, we can talk about a different scope.”
That signals flexibility without giving away control.
Why This Works Better
D Styles value:
Strength over sympathy
Clarity over comfort
Results over relationships (at first)
When you respond with a confident no or a clear trade-off, they may not like it—but they will respect it.
Speak in headlines. Hold your ground. Offer choices, not concessions.
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