Sales is a profession that requires assertiveness. To be an assertive salesperson, you must be able to confidently sell your product or service without being pushy. You must also be able to handle rejection and continue to move forward with the sale. Assertiveness is a skill that can be learned, and it is essential for success in sales.
The first step to becoming an assertive salesperson is understanding what assertiveness is. Assertiveness is the quality of being self-assured and confident without being aggressive. It is important to remember that assertiveness is not aggressiveness. An aggressive person will use force or intimidation to get what they want, while an assertive person will confidently state their position without resorting to these tactics.
Once you understand what it means to be assertive, you can start practicing this skill in your everyday life. One way to practice assertiveness is by using “I” statements when speaking with others. For example, instead of saying “You need to buy my product,” try saying “I think my product would be a great fit for you based on what you’ve told me about your needs.” This type of statement shows confidence without sounding pushy or aggressive.
Asserting a Point of View in Sales. An aggressive approach instructs the customer on how to think
“Asserting a Point of View in Sales
Sales is all about persuasion. And one of the most effective ways to persuade someone is to be assertive.
An assertive person is self-confident and direct. They don’t hesitate to speak their mind and express their opinions. And when it comes to sales, being assertive can be a powerful tool.
Of course, there’s a difference between being assertive and being aggressive. An aggressive approach is pushy and forceful. It instructs the customer on how they should think. Assertiveness, on the other hand, simply states a point of view and lets the customer decide for themselves what they think about it.
Normalize Discussions of Risk. A sense of risk pervades every buying decision
There are a few ways to go about this. First, you can help your customer to understand that everyone feels some degree of risk when making a purchase, no matter how small. This simple acknowledgement can help to put their mind at ease and make them feel more comfortable discussing the risks involved in their particular purchase.
Next, you can help your customer to understand what kinds of risks are involved in their purchase. Is it a financial risk? A physical risk? An emotional risk? Once they have a better understanding of the risks involved, you can then help them to weigh those risks against the potential rewards of making the purchase.
Finally, you can offer some reassurance that you will be there to help them if anything does go wrong. Whether it’s offering a money-back guarantee or simply being available to answer any questions they may have down the road, let your customer know that you’re committed to helping them succeed even after they’ve made their purchase.
Use Specific, Nontechnical Language
Some salespeople mistakenly believe that using big words or technical terms will make them sound more credible. However, this usually has the opposite effect. Customers can sense when a salesperson is trying to impress them with fancy words and they will often become suspicious or even annoyed. It is much better to use simple, straightforward language that gets straight to the point.
Of course, this doesn’t mean that you should talk down to your customers or dumb down your pitch. You still need to be professional and knowledgeable about your product or service. But using specific, nontechnical language will show your customers that you respect their intelligence and want them to feel good about their purchase decision.
Build Trust Through Transparency
Sales representatives are the face of your company. They’re the ones who interact with customers, answer their questions, and ultimately close the deal. It’s no wonder, then, that sales reps are under a lot of pressure to perform.
To be successful, sales reps need to be assertive. They need to be able to confidently build relationships with customers, overcome objections, and negotiate favorable terms.
However, being assertive doesn’t mean being pushy or aggressive. In fact, those tactics will likely do more harm than good in the long run. Instead, sales reps need to focus on building trust with their customers through transparency.
What is transparency in sales? Transparency is simply being honest and open with your customer about who you are, what you’re selling, and how you operate. It means being upfront about your prices and fees as well as any potential risks associated with doing business with you.
Transparency also extends to your process for handling customer concerns and complaints. Customers should know how they can reach you if they have a problem and what steps you will take to resolve it quickly and satisfactorily.
In today’s world of social media and online reviews, it’s more important than ever for companies to be transparent in their dealings with customers. One negative review can spread like wildfire online – costing you valuable business in the process. On the other hand, a reputation for being open and honest will go a long way towards building trust between you and your customer base.
Being transparent shows that you have nothing to hide – which builds trust between buyer & seller. Furthermore,. studies have shown that consumers are willing pay up to 16% more for products & services from companies they perceive as being transparent.
In other words: Transparency = Trust = More Sales $$$.