How do you balance empathy and assertiveness in sales?

I always put myself on the other side of the desk, I treat people how I expect to be treated, been interested in the client not just in a business capacity but also showing an interest in them as a person. Make friends, laugh and share experiences having common ground all make it easier to sell. Showing an interest in them will relieve the tension sales always brings to the table.

As an expert on my product/proces, I can help. Regardless of the potential for business, if I add value through expert information for cleints decison processes, then the business will come.

Empathy and assertiveness are not mutually exclusive, however if combined they can create a powerful sales approach. The first step is building a relationship with the prospect, especially through LinkedIn. This way you get to know the prospect at a personal level and finding common ground. This will enable one to balance the empathy and assertiveness because you know the strengths and weakness of the prospect.

It is essential to have empathy and assertiveness in sales. Being a productive sales pro requires you to be practical, realistic, patient, and have a significant pipeline. - Being practical - Has the salesperson conducted a pre-call analysis to ensure the suspect is a prospect? - Realistic - Are the prospects, needs, timing and budget aligned to close the sale? - Patience- Being able to read your client’s response to your close is very important, not to push them beyond their limits. - Pipeline - A significant pipeline provides you with confidence. With many great deals on the horizon, it will reduce the pressure you place on yourself and your prospects. With these principles, the sales professional can be empathetic and assertive.

It is essential to have empathy and assertiveness in sales. Being a productive sales pro requires you to be practical, realistic, patient, and have a significant pipeline. - Being practical - Has the salesperson conducted a pre-call analysis to ensure the suspect is a prospect? - Realistic - Are the prospects, needs, timing and budget aligned to close the sale? - Patience- Being able to read your client’s response to your close is very important, not to push them beyond their limits. - Pipeline - A significant pipeline provides you with confidence. With many great deals on the horizon, it will reduce the pressure you place on yourself and your prospects. With these principles, the sales professional can be empathetic and assertive.

Leading with authenticity, transparency and fairness is a great way to start sales negotiations. Knowing the value and impact you are providing, the wider reaching benefits and building customer relationships for the long term all aid the process.

Every prospect is unique, learn their communication style and adjust accordingly. This is essential to be able to balance empathy and assertiveness. Some respond better to an empathetic tone whilst others require a push to respond.

Listening to the clients requirements is key to understanding if you have all the answers, finding out why they need what they need and understanding the impact it will have will help you determine which route to take, for example on an electric car understanding their journey will help determine if that particular vehicle will do the job they need it to do or cause them concern, give them confidence in the product by reassuring them with your own experiences

I believe two things will get this done for you over time. You are consistently helping people with similar problems to solve them. And you do what you say you will do, when you say you will do it. Just keep doing those two things, and eventually your value will be communicated with ease.

The ideal situation is to find mutual respect and recognition, reaching this climax is the best way to end with a win win solution.

If you have answered all the clients questions and have a positive response form them during qualifying phase then you do have the right to ask for their business however going through the offer with them by presenting the client a breakdown of all key areas of concern from example “This product has the feature we talked about which helps you do what you wanted which is good isn’t it?” This approach shows you’ve listened and presented them with a solution the their problem.

Always follow through when you say you will, showing interest in them and asking them if they have any questions regarding the proposal or if everything is satisfactory asking for their business, don’t be scared to ask they expect it but been tactful definitely helps “hello, can I have your business?” Isn’t as friendly as “hello mr customer, how are you? How’s the family blah blah blah by the way did you manage to get some time to look over the offer we discussed?” Sounds much more personal and caring showing interest in them as a client not just a buyer!

The best client is one you have had for a long time. If you are not keeping the relationship alive, why did you start the relationship in the first place? If you found someone who you can help, why would you stop trying to help them?

I want to look for where I am doing something wrong. If I believe I am always correct, I am stuck and stagnating. If I find something that I am wrong about, I get to grow and be better than yesterday.

Always value feedback positive or negative, use it as a tool to learn and as kudos. Ask if everything was good why was it good if everything is bad what areas concern them and why? Learn from it.

Being able to adapt in the blink of an eye is a key attribute to being successful in a sales role. You are often faced with multiple personalities during a discovery, or sales meeting, especially when dealing with a large enterprise client. Being self-aware, understanding your pros and cons is a good place to start. Take a psychometric test to get a better understanding of who you really are if you haven't already. Whenever you're leading a meeting with a client, be sure to understand who's going to be on that call so you can understand beforehand what are going to be the important metrics for each person individually, and adapt to suit.

I remember this one project (LED Retrofitting/Signage/Lighting of parking lots, office spaces & buildings) that I did not have the experience on buying and was given the opportunity to be a part of where I was in charge of buying the services & picking the vendors. I had to learn from scratch. One of the key levers I used where Sales folks on the companies that I have short listed. Long story short: I chose the 2 vendors that I saw genuine, helped me understand the existing & upcoming technology and process. These findings not only helped me but also brought "new light" to our senior leadership team that they themselves were not aware of. Grateful to be part of that successful project that I attributed with the help of sales team.

I remember this one project (LED Retrofitting/Signage/Lighting of parking lots, office spaces & buildings) that I did not have the experience on buying and was given the opportunity to be a part of where I was in charge of buying the services & picking the vendors. I had to learn from scratch. One of the key levers I used where Sales folks on the companies that I have short listed. Long story short: I chose the 2 vendors that I saw genuine, helped me understand the existing & upcoming technology and process. These findings not only helped me but also brought "new light" to our senior leadership team that they themselves were not aware of. Grateful to be part of that successful project that I attributed with the help of sales team.