WHERE DO YOU RANK IN ASSERTIVENESS ?

Exactly what am I asking about ? I'm asking you how assertive you perceive you are in a selling situation ? Use a 1 to 10 yardstick, with 10 being the most assertive. With that answer defined now ask someone who knows you really well ( careerwise ) and ask their opinion. What do they say on the same scale ? Did you ask your sales manager ?

Here's the issue guys. Being "professionally" assertive can add $$$$ to your world and you don't have to act like a jerk to do it. Many salespeople are simply to nice and very uncomfortable pushing the sale, the appointment, or whatever you are trying to achieve. Have you succeeded by being a nice person in the past ? Probably so ! Are you uncomfortable being more assertive ? Probably so ! In my opinion, it comes down to a couple of items for your consideration. One is to learn ( through role playing ) what better questions to ask or statements to make which might affect the sale. Two would be have you ever been outsold ? Number 2 is a very interesting question and one of the questions that I always ask clients at the start of our relationship. Why ? Because hardly anyone in professional sale ever admits to being outsold. And I'm hear to tell you that there isn't anybody who hasn't been outsold ( including me ). I know you believe and proliferate the myth that that competition had lower prices ( and that may be true in some cases - especially now ). But here's the curveball for you ! Have you ever been successful in getting a sale when you were not the lowest price ? Sure you have. So what do you think that customer told your competitors to avoid discussing the details ?

The fear of being too assertive in a selling situation is to be respected - depends upon the people involved, the circumstances, and your best judgement. But remember this also ( and I'm not the first to say it - but consider it ) - "Do you have the business now" ? So, what's the worst that's going to happen ( if you are too assertive ) ?

I believe that you owe it to yourself to be more professionally assertive ! Think about it - it's another powerful insight to improving your closing ratio.