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You're struggling to close deals in tough sales situations. How can you enhance your assertiveness skills?

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In tough sales situations, closing deals can feel like a high mountain to climb. Enhancing your assertiveness is key to not only overcoming objections but also to building trust with your clients. Assertiveness in sales engineering involves the ability to confidently present your solution, handle objections, and steer the conversation towards a mutually beneficial outcome. It's about being firm and persuasive without coming across as aggressive. As a sales engineer, you're the bridge between the technical team and the client, and your assertiveness can make or break a deal. Here's how you can bolster your assertiveness skills to improve your sales performance.

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Drew Bergsma

Revolutionizing Renewable Energy Solutions as National Sales Director at EnergyWare

1 Know Your Value

Understanding the value proposition of your product or service is the cornerstone of assertiveness. You must be able to articulate how your solution meets the client's needs and why it stands out from the competition. This requires a deep knowledge of both your offerings and the market landscape. By mastering this information, you can present your case with conviction and respond to objections with informed, compelling arguments. Confidence in your product's value will naturally translate into a more assertive selling approach.

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Drew Bergsma

Revolutionizing Renewable Energy Solutions as National Sales Director at EnergyWare
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In my experience, knowing your unique personal and professional value is paramount to assertiveness in sales. A genuine friendly demeanor, and reasonable amount of transparency lubricate the process too.

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2 Listen Actively

Active listening is a powerful tool in asserting your presence in sales conversations. By fully engaging with what the client is saying, you show respect and gain insights into their needs and concerns. This allows you to tailor your responses and demonstrate empathy, which strengthens your position. Active listening also involves reading between the lines and picking up on non-verbal cues, which can guide you in how to assertively address underlying issues that may be hindering the deal.

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Drew Bergsma

Revolutionizing Renewable Energy Solutions as National Sales Director at EnergyWare
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One thing I've found helpful before sitting down with clients either in person or virtually, is to role play the interaction in my head prior to the meeting. Imagine yourself in their shoes. Then design your interaction around learning more about them, and edifying them about your genuine and unique personality, and business solutions. Whether that be products, services, or both.

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3 Communicate Clearly

Clear communication is essential for assertive sales engineering. Ensure that your points are concise and your arguments well-structured. Avoid jargon that might confuse the client and instead use language that is both persuasive and easy to understand. Being clear also means being honest about what your product can and cannot do, which builds trust and credibility. When you communicate with clarity, you leave little room for misunderstandings and increase the chances of a successful sale.

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Drew Bergsma

Revolutionizing Renewable Energy Solutions as National Sales Director at EnergyWare
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Some things I've founds helpful relating to communication, is understanding the best and worst formats. i.e. from worst to best; 1) Text - lacks grammar 2) email - More grammatical but lacks tone of voice 3) Phone - Tone of voice is present but lacks non verbal ques 4) In person - Possesses all the main ingredients for ideal communication, especially non verbal communication aka body language.

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4 Leverage Questions

Questions can be a strategic tool in asserting control of the sales dialogue. By asking the right questions, you can lead the conversation and uncover the client's true objections or concerns. This proactive approach allows you to address issues head-on and steer the discussion back to how your solution can benefit the client. Questions also demonstrate your interest in understanding the client's business, further asserting your role as a knowledgeable and confident sales engineer.

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5 Handle Objections

Objection handling is where assertiveness truly comes to the fore in sales engineering. View each objection as an opportunity to further clarify the benefits of your solution. Acknowledge the client's concerns and address them directly with confidence and poise. By preparing for common objections and practicing your responses, you can maintain control of the conversation and assertively guide it towards a positive resolution.

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6 Stay Positive

Maintaining a positive attitude is vital for assertive selling. Positivity breeds confidence, and when you believe in the success of the deal, it shows. Even when faced with challenges, keep the focus on solutions rather than problems. This optimistic approach not only helps you stay assertive but also encourages the client to view you as a partner who can help them overcome their challenges.

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You're struggling to close deals in tough sales situations. How can you enhance your assertiveness skills?

1

2

3

4

5

6

1 Know Your Value

2 Listen Actively

3 Communicate Clearly

4 Leverage Questions

5 Handle Objections

6 Stay Positive

Sales Engineering

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You're struggling to close deals in tough sales situations. How can you enhance your assertiveness skills?

1

2

3

4

5

6

1 Know Your Value

2 Listen Actively

3 Communicate Clearly

4 Leverage Questions

5 Handle Objections

6 Stay Positive

Sales Engineering

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