1/21/2025-Assertiveness v. aggressiveness

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.

Sharp elbows may work for Ms. Warren in politics, but there’s a big difference between assertiveness and aggression in B2B sales.

Understanding where the line is with each buyer is key…everyone’s different.

Some buyers may view your approach as assertive, while others might find it aggressive. You won’t be able to please everyone, but you need to try.

So…is it best to disconnect your aggressive switch? Nah…you may need it.

Today, work on your reading skills – your people reading skills.

You won’t know which of the two "A" buttons to turn on (and up) until you grow strong reading your buyers.

These reminders might help:
1. Watch your customer’s faces and bodies intently when interacting with them.

2. Stop pitching, have more conversations. It’s easier to read and react when you aren’t talking for 10 straight minutes! (Uh huh…time yourself.)

3. Ask good questions and study the buyer’s physical presentation, not just their answer.

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.

…and then there’s the risk of being obnoxious.

In this funny cold-calling parody from Key & Peele, you’ll watch how a crafty, manipulative seller turns the buyer into the aggressor.

Brilliant.