Over and over again, thought leaders, those on the front lines of selling, and folks seeking enhanced relationships are finding out: Pushing back is the way to achieve objectives.
That could take the form of mild controversy. The party line is to praise the 35 women who told their story in New York Magazine. Allegedly, they were victims of Bill Cosby. Pushing back would be to point out that making those disclosures was like flogging a dead horse. The Cosby brand is dead. The saga has now moved on to points of law. If the testimonials don't become part of the legal process, then they have been made a little late in the game.
Or pushing back could be to inform prospects they are wrong in assuming X will generate Y. No longer is it smart for sales reps to be affable order-takers. Not always will they be agreeing to solve the problem that is presented. Instead, they can gently but confidently show, no, that isn't the problem. This is it. And here's how we can help you.
In personal relationships we miss out on depth when we err on the side of caution. Asking questions is a version of pushing back. An example would be, "Sally, do you think we are getting enough out of going to Roger's cookouts? Or has the 'fun' reached the point of diminishing returns?" The empty ritual gets blown up. There's space for the new.
Pushing back effectively can position and package you as the go-to person for whatever. You bet, the value you create has been noticed.