Written by Sean McPheat |
23 August, 2017
It sounds strange that a salesperson could be considered non-assertive.
Surely assertiveness is a key constituent of being in sales, isn’t it?
Surprisingly, many salespeople lack the resources required to behave assertively.
This may come across as submissive, passive-aggressive or even overtly aggressive at times.
So, what phrases can you use in sales that will show an assertive disposition without coming across as pushy or subservient?
Here are some:
“I am able to…”
This shows the buyer what you are willing to do, and have the ability to do.
It determines your authority level and gives the buyer confidence that action will take place.
Similar to the first one, the buyer has confidence the action will occur, and allows for further discussion to advance the sale
This confirms what action will be happening, and acts as a promise of future expectations
“I know how to…”
This assertive statement helps the buyer to view you as an expert in your field and builds trust in your abilities
“I would like it if you…”
This request (polite but firm) shows assertion in that are taking control of the situation and allowing the buyer to agree with you or discuss further options
“No, I can’t do that, but I can do….”
This assertively states your position on matters.
You aren’t able to agree to the buyer’s demands, but you can offer an alternative solution
“Let me confirm that I’ve understood your position….”
This statement assertively says you have listened to and appreciated what the buyer’s position is and gets confirmation of a clear understanding ready for progress.
By being assertive with your buyer, you become solution-focused and progress is easier to achieve, as the buyer has confidence in what will happen next, allowing you both to have an assurance that you are working towards an improvement in their business.
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