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What do you do if your assertiveness is met with resistance in sales?

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Assertiveness is a vital skill in sales, helping you to communicate your message with confidence and clarity. However, it's not uncommon to encounter resistance from clients or prospects when you're being assertive. They may perceive your confidence as aggression or simply push back against your proposals. If you find yourself in such a situation, it's important to know how to maintain your composure and steer the conversation back to a productive path.

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Peter Heredia

Data-driven sales team coach | Ex-DHL | 25+ yrs | SMEs | 250+ companies turned around | Helping simplify your sales…

1 Understand Resistance

When you're met with resistance, take a moment to understand where it's coming from. It could be due to a mismatch of expectations, a lack of trust, or the client's past experiences. By empathizing with their point of view, you can address their concerns more effectively. Listen actively to their objections and ask questions to clarify their perspective. This will not only demonstrate your respect for their opinion but also give you valuable insights into how you can tailor your approach to better meet their needs.

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Peter Heredia

Data-driven sales team coach | Ex-DHL | 25+ yrs | SMEs | 250+ companies turned around | Helping simplify your sales process and increase revenue | CRM ROI expert | Message me for a sales review ???? ????
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In my opinion you have to balance being assertive and being pushy. There is a big difference. If you are sure you aren't being pushy, then the issue may well not be your assertiveness but some underlying issue you have not uncovered. Therefore you almost need to go back to the drawing board to understand where you may have gone wrong. This will no doubted start with more questions and active listening

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2 Stay Calm

Maintaining a calm demeanor is crucial when facing resistance. Your ability to stay composed under pressure can reassure the client and keep the conversation from escalating into an argument. Use a steady tone of voice and choose your words carefully to convey your points without coming across as confrontational. Remember, the goal is to engage in a dialogue, not a debate. By remaining calm, you set the tone for a constructive exchange that can lead to a mutual understanding.

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Ivo Morgano Steffen da Silva

Consultor Técnico Comercial | Tecmax Solu??es Elétricas
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Remaining calm, firm, succinct, and open-minded constitutes a balanced and effective approach in any interaction. Calmness exudes confidence, firmness asserts your position, succinctness ensures clarity, and openness encourages constructive dialogue. This blend fosters effective communication and relationship-building.

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3 Adapt Flexibly

Flexibility is key in navigating resistance. If your initial assertive approach isn't working, be willing to adapt your strategy. This might mean softening your tone, rephrasing your message, or even taking a step back to gather more information. The ability to pivot and approach the situation from a different angle can make all the difference in moving the conversation forward. Keep an open mind and be prepared to make adjustments as needed to align with the client's concerns and preferences.

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4 Offer Value

One effective way to overcome resistance is by reinforcing the value of what you're offering. Focus on the benefits and solutions that your product or service provides, specifically addressing the client's needs and pain points. Illustrate how your proposal can solve their problems or enhance their situation. When clients see the tangible value in what you're proposing, they're more likely to be receptive to your assertiveness and consider your offer seriously.

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Rohit Gupta

Head-Insurance Partnerships & PSU@Medibuddy |Angel Investor| Healthcare| Insurance | Sales | Partnerships | Alliances | Strategy|
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When faced with resistance in sales, emphasize the value of your product or service. Tailor your pitch to highlight how it solves specific problems or improves the client's situation. Use real-world examples and data to demonstrate its effectiveness and ROI. This approach shifts the focus from selling to providing a solution, which can help alleviate skepticism

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5 Seek Common Ground

Finding common ground is a powerful technique for diffusing resistance. Look for areas of agreement that can serve as a foundation for further discussion. It could be shared goals, values, or interests that align with what you're offering. By establishing a connection on common ground, you build rapport and trust, which can help smooth over any resistance and foster a more collaborative relationship.

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6 Be Persistent

Persistence, when balanced with respect and professionalism, can eventually break down barriers of resistance. Don't be discouraged by initial pushback; instead, view it as an opportunity to demonstrate your commitment to providing value. Continue to follow up with the client, offering additional information and support as needed. Your perseverance shows that you believe in what you're selling and that you're dedicated to helping the client make an informed decision.

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Ivo Morgano Steffen da Silva

Consultor Técnico Comercial | Tecmax Solu??es Elétricas
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Being a persistent, calm, and professional salesperson is crucial. Persistence demonstrates determination, while calmness conveys confidence and professionalism. Together, these qualities can open doors, build strong relationships, and lead to success in sales.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Ivo Morgano Steffen da Silva

Consultor Técnico Comercial | Tecmax Solu??es Elétricas
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During times when sales performance has experienced a downturn, our approach has consistently involved understanding team-wide errors. We seek insights from experienced professionals and strive to merge their seasoned perspectives with innovative thinking. We believe in harnessing the synergy between expertise and a relentless pursuit of new approaches to tackle challenges. This combination enables us to learn from our mistakes and transform setbacks into opportunities for growth and refinement.

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What do you do if your assertiveness is met with resistance in sales?

1

2

3

4

5

6

7

1 Understand Resistance

2 Stay Calm

3 Adapt Flexibly

4 Offer Value

5 Seek Common Ground

6 Be Persistent

7 Here’s what else to consider

Sales

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What do you do if your assertiveness is met with resistance in sales?

1

2

3

4

5

6

7

1 Understand Resistance

2 Stay Calm

3 Adapt Flexibly

4 Offer Value

5 Seek Common Ground

6 Be Persistent

7 Here’s what else to consider

Sales

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