Striking the Right Tone: Why Being Assertive is Key in Social Selling

In social selling, the distinction between being assertive and aggressive can make or break relationships with potential clients. While both styles denote a proactive approach, they can lead to vastly different outcomes. Being assertive not only respects the client's boundaries and needs but also positions you as a professional worth listening to–something that is especially important when making those big ticket sales!?

Understanding Assertiveness vs. Aggressiveness

Assertiveness involves stating what you need clearly and respectfully, without overriding the interests of the client. It's about balance—ensuring your message is heard while valuing the client's perspective. And also taking into account what might be a barrier for them and how you can help!

Aggressiveness, in contrast, often involves pushing your agenda at the expense of the client's comfort and choice. This approach can seem disrespectful and might lead to potential clients backing away. This might look like calling more than once a day and at inappropriate times (nobody wants to pick up the phone before 9 AM or after 4 PM), or continuing to push when your prospect has asked for space or time to consider and regroup.?

Why Assertiveness Wins in Sales

1. Respects Client Boundaries: Assertive sales tactics consider the client's time and autonomy. This respect can build a foundation for long-term business relationships.
2. Encourages Open Communication: When you're assertive, clients are more likely to engage in honest exchanges, giving you insights into their actual needs and concerns.
3. Facilitates Trust: Clients trust sales professionals who advocate for their product confidently and courteously, knowing they won't be pressured into decisions.

Examples of Aggressiveness vs. Assertiveness in Sales Tactics

To highlight the effectiveness of assertiveness over aggressiveness, let's consider these real-world sales scenarios:

• Too Aggressive: Immediately after a brief introductory call, you send a client a proposal and continuously follow up with daily emails pressing for a decision. This can overwhelm the client and come off as desperate.
• Just Right (Assertive): After an introductory call, you send a thank-you email summarizing the discussed points and suggest a follow-up meeting. Three days to a week later, you send a polite reminder, expressing your readiness to address any further questions. This approach shows professionalism and respect for the client's decision-making process.

Tips for Being Assertive in Sales

1. Express Clearly: Be direct about the value of your products or services, but keep your pitch concise and focused. Avoid overwhelming clients with too much information all at once.
2. Listen More Than You Speak: Show genuine interest in the client's needs and concerns. Tailoring your responses based on their input shows that you value their perspective.
3. Maintain Professionalism: Stay calm and poised, especially when discussions become challenging. Professional demeanor reassures the client of your integrity and reliability.
4. Use "I" and "We" Statements: Communicate your thoughts and the benefits of your service by starting with "I believe" or "We can offer," which makes your message personal and less confrontational.
5. Practice Patience: Recognize that decision-making can be a slow process. Respecting the client's timeline helps build a positive rapport and open lines of communication for future opportunities.

Conclusion

In sales, assertiveness is a communication style, but it's also a strategic approach that enhances client relationships and drives success. By focusing on being assertive rather than aggressive, you pave the way for more meaningful interactions and sustainable sales achievements. Remember, the goal is to make your clients feel valued and respected, not pressured or overwhelmed. This balance will not only help in closing deals but also in fostering loyal customer relationships. Catch you next week!