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๐—ง๐—ต๐—ฒ ๐—”๐˜€๐˜€๐—ฒ๐—ฟ๐˜๐—ถ๐˜ƒ๐—ฒ ๐—•๐—ฒ๐—ฎ๐—ฟ

If โ€œThree Bearsโ€ were about sales, Goldilocks would enjoy Assertive bear's porridge while ignoring the Aggressive and Passive bears.


OK, time to run away from this analogy, but hereโ€™s the real story.


Assertiveness is both confident and forceful. Itโ€™s not overbearing because you respect the other person.


๐—ž๐—ฒ๐—ฒ๐—ฝ ๐—ถ๐˜ ๐— ๐—ผ๐˜ƒ๐—ถ๐—ป๐—ด โ€“ Push forward by adding facts and reaching for next steps.


โ€œWhen can I show you how our product works?โ€


๐—š๐—ผ ๐—›๐—ฒ๐—ฎ๐˜ƒ๐˜† ๐—˜๐—ฎ๐—ฟ๐—น๐˜† โ€“ Pose tough questions early to screen the right customers and set the tone for later questions.


โ€œWhen will your team be able to install a solution?โ€


๐—ง๐—ฎ๐—ธ๐—ฒ ๐—ฎ ๐—ฆ๐˜๐—ฎ๐—ป๐—ฑ โ€“ Assert your business expertise and competence in solving problems.


โ€œCan I show you some great results in companies like yours?โ€


๐—™๐—ฎ๐—ฐ๐—ฒ ๐—ฅ๐—ถ๐˜€๐—ธ โ€“ Address any concerns directly and creatively.


โ€œCan we discuss some ideas which will work for both of us?โ€


๐—”๐—ฐ๐—ฐ๐—ฒ๐—ฝ๐˜ โ€œ๐—ก๐—ผโ€ โ€“ Consider this reply to "We're all setโ€:


"If you reviewed what I sent and still feel that way, then you're right" and pause. You may get new insights.


Also, beware that forcing the deal now may result in losing lots of time and money later.


Lean into your customers "just right" for mutual benefit.


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Ideas in this post come from the great book, The Challenger Sale, by Matthew Dixon and Brent Adamson and from M. Jeffrey Hoffman



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