
Benjamin
๐ง๐ต๐ฒ ๐๐๐๐ฒ๐ฟ๐๐ถ๐๐ฒ ๐๐ฒ๐ฎ๐ฟ
If โThree 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 hereโs the real story.
Assertiveness is both confident and forceful. Itโs not overbearing because you respect the other person.
๐๐ฒ๐ฒ๐ฝ ๐ถ๐ ๐ ๐ผ๐๐ถ๐ป๐ด โ Push forward by adding facts and reaching for next steps.
โWhen can I show you how our product works?โ
๐๐ผ ๐๐ฒ๐ฎ๐๐ ๐๐ฎ๐ฟ๐น๐ โ Pose tough questions early to screen the right customers and set the tone for later questions.
โWhen will your team be able to install a solution?โ
๐ง๐ฎ๐ธ๐ฒ ๐ฎ ๐ฆ๐๐ฎ๐ป๐ฑ โ Assert your business expertise and competence in solving problems.
โCan I show you some great results in companies like yours?โ
๐๐ฎ๐ฐ๐ฒ ๐ฅ๐ถ๐๐ธ โ Address any concerns directly and creatively.
โCan we discuss some ideas which will work for both of us?โ
๐๐ฐ๐ฐ๐ฒ๐ฝ๐ โ๐ก๐ผโ 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