Assertiveness is a hallmark of any Sales Professional. Sales Professional push back on customer thinking. They question the status quo. They are change agents. They insert themselves into situations where they can help customers, and they do so without a formal invitation. They are bold, but not arrogant. Sales Professionals who are assertive tend to:

  • Take control and lead
  • Take and defend a point of view
  • Insert themselves into important situations
  • Be willing to prospect
  • Debate as appropriate with customers

Being assertive in sales is critical. Without it, you won’t be able to change customer thinking and influence decision makers. It’s also one of the most misunderstood sales attributes. It requires finesse, confidence, bravery, and a good dose of gravitas.

Key Learning Objectives

By the end of the workshop participants will:

  • Be assertive in a hard-selling way that isn’t perceived as antagonistic by customers.
  • Be assertive in a hard-selling way that will help the customer to hear the advice to be assertive and to push back on customers end up being provocative, but they push back on customers just for the sake of pushing back. When they do, customers can tell the Sales Professional don’t have anything real to add.

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