Assertive Selling
You stare at your seller with that look that says, ‘did you push as hard as you could have?’ You’re frustrated because you know your seller gave up too easily and wasn’t more effective on all facets of working that deal you just lost. Your seller walks away and you surmise (and hope) s/he acknowledges her/his effort was meek ...and not assertive enough.
Your thoughts turn to your sales team and you conclude their overall sense of urgency is stuck in first gear. You were raised knowing the cornerstone of successful selling includes critical thinking about your customer's business and knowing how to apply consistently determined effort! You know the one driving trait of a B2B seller is assertiveness!
Is your seller’s lack of focus, commitment and persistence a skills issue...or a confidence issue? (Or something else you're not grasping?)
The answer is…YES!
The major drivers behind a seller's lack of assertiveness have to do with skills and confidence. Also important is seller intuition which is critical in identifying when and how to apply the elbow grease. Most sellers take the consultative approach too literally and rarely deviate from the role of an advisor. Meanwhile, money gets left on the table and it's not the table where you're sitting.
So what do you do? You train them. You use this Assertive Selling workshop to teach sellers to recognize scenarios and circumstances that call for a more direct and potent selling approach. The solution is ready for you: Core 6 Management Advisors will teach your sellers the skills, tools and confidence that will help them increase their persistence and assertiveness.
Who is this workshop for? Those needing a kick in the pants….seriously though, teams who are indexing a bit too far on the consultative end and aren’t bringing enough high-octane energy and savvy are those who would benefit from this course.
Workshop goal: Your sales team will learn how to become more assertive in all facets of B2B selling through self-inspection, discussion, and exercises that teach long-lasting and specific skills and habits. The workshop will improve confidence and motivation issues by examining the roots of personal ambition and how the harsh realities of daily selling create barriers that can be overcome.
Topics and lessons:
Workshop Details:
Your thoughts turn to your sales team and you conclude their overall sense of urgency is stuck in first gear. You were raised knowing the cornerstone of successful selling includes critical thinking about your customer's business and knowing how to apply consistently determined effort! You know the one driving trait of a B2B seller is assertiveness!
Is your seller’s lack of focus, commitment and persistence a skills issue...or a confidence issue? (Or something else you're not grasping?)
The answer is…YES!
The major drivers behind a seller's lack of assertiveness have to do with skills and confidence. Also important is seller intuition which is critical in identifying when and how to apply the elbow grease. Most sellers take the consultative approach too literally and rarely deviate from the role of an advisor. Meanwhile, money gets left on the table and it's not the table where you're sitting.
So what do you do? You train them. You use this Assertive Selling workshop to teach sellers to recognize scenarios and circumstances that call for a more direct and potent selling approach. The solution is ready for you: Core 6 Management Advisors will teach your sellers the skills, tools and confidence that will help them increase their persistence and assertiveness.
Who is this workshop for? Those needing a kick in the pants….seriously though, teams who are indexing a bit too far on the consultative end and aren’t bringing enough high-octane energy and savvy are those who would benefit from this course.
Workshop goal: Your sales team will learn how to become more assertive in all facets of B2B selling through self-inspection, discussion, and exercises that teach long-lasting and specific skills and habits. The workshop will improve confidence and motivation issues by examining the roots of personal ambition and how the harsh realities of daily selling create barriers that can be overcome.
Topics and lessons:
- Goal alignment: teaching how personal and professional goal setting is fueled by persistence and assertiveness;
- Trait development: how to change deep-rooted beliefs and stigmas that limit assertive actions and behaviors;
- Context: assessing selling situations that require discretion for distinctive approaches and persistence levels;
- Awareness: developing observation skills and judgement development to best identify assertive selling opportunities;
- Meeting management: learning how to apply preparation tools and habits that maximize control and value from customer interactions;
- Selling skills: intensive training on the skills needed for assertiveness across all facets of B2B selling;
- Communication skills: understanding and knowing when to use each of the four distinct conversation approaches;
- Barriers: learning to deal with roadblocks that prevent strong and directed selling.
Workshop Details:
- Duration: one day
- Cost: call for quote
- Group size: up to 50
- Venue: anywhere you want the workshop to be
- More information: email [email protected] or call 917-207-5183