1/25/2024-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.

Thank you, Elizabeth, for that cold splash of water on the face!

Sharp elbows may work in politics, but in B2B sales, there’s a big difference between being assertive and aggressive.

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

Some buyers may view your approach (and style) as assertive, but others might find you aggressive. While you can’t please ’em all, you should try…you’re in sales.

Is it best just to turn off the aggressive switch? Nah…you need it at times.

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

You won’t know which of the two "A" buttons to turn up until you grow strong reading your buyer’s reactions.

These tips might help:
1. Slow down and focus intently on how your customers react to what you say. Watch their faces and note what their bodies do.
2. Don’t pitch your prospects…have conversations. It’s easier to read and react when you aren’t talking for 10 straight minutes! (Uh huh…time yourself some time.)

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.

Ya wanna see what "aggressive" looks like in action?

Watch this YT short of a football player who clearly shows he can be aggressive on demand.

The featured player is relentless – and it’s fun to watch. His tenacity and perseverance are an obvious fit for his job (preventing an opponent from scoring); what would an appropriate display of "aggression" look like in your role?

For now, raise your awareness; it’s more than half the battle!