Tuesday, 21 January
Today's Topic
Assertiveness v. Aggressiveness

Skill + Do

Awareness of how your selling approach works with different buyer types is essential in sales. Your manager and peers can help you get where you want to be on the assertive/aggressive scale.

A little self-awareness goes a long way, eh? Awareness of your intensity level is smart whether you’re pitching a customer or working with some of your peers.

At the same time, it’s not a good habit to let outside influences (i.e. people) push you to be someone you’re not. If you slant a bit toward aggressive, don’t look to change it all. Refine a few moves here and there, and that might be good enough.

Alternatively, if you think you need to dial it up a ton….slow down and define what a ton equals. Adjustments don’t have to be big to get the results you’re looking for.

More importantly, seek counsel from your sales manager on how your approach looks. S/he can help you hone your approach and determine how to balance your aggressive v. assertive -ness.

Tomorrow - February 7

"Umm, could you repeat that?"

Today - February 6

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Selling is a series of "one shot to make a good impression," so you must make the most out of your customer meetings. Even if you’ve seen this client a million times, create a meeting agenda!

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February 5

No, no, no...you LOVE prospecting

Prospecting is about energy. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.

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February 4

Buyers hold your pipeline truth

You look at some of your opps and know inherently they’re dead. So….cut bait. It’ll clear your head and allow you to focus on closing the opportunities in your pipeline that have a real chance.

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"If you don’t have a seat at the table, you’re probably on the menu." Elizabeth Warren

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