Are you too soft?
When I was 21, my Dad challenged my manhood and told me to my face that I was “too soft”. It stung so hard I still remember it vividly decades later. You’d think a life in sales would mean I would have heard it again from some half-cocked pugnacious manager, but no….I’ve never been that "fortunate". (A few cantankerous managers have attempted to belittle me, but nobody since Dad ever called me soft.)
Which is what makes it so ludicrous that I now make the reckless assertion that you are soft! But of course, I don’t actually know if you are or aren’t...“soft”. Guess I'm just trying to get your attention as Dad got mine years ago. However, given the work I’ve been doing lately with some clients, the odds are, yes indeed, you are the same as the belly of my 7-month old Vizsla puppy.
I can’t believe how soft sellers have become out there. How’d we get here? Not sure we should waste time answering that, so instead let’s focus on what to do to become "firmer". Here are a few questions to ask yourself that may give insight to how aggressive you are as a sales pro:
...yeah, success as a B2B seller means we have to be "consultative" and "solution oriented", but that doesn't mean we peal back on the pushing, prodding and poking."
If any of these above hits a nerve…go grab a double espresso with a shot of Red Bull and come back… ‘cuz we gots some work ta do!
Listen, I get that success as a B2B seller means we have to be “consultative” and “solution-oriented”, but that doesn’t mean we pare back on the “pushing”, “prodding” and “poking”. We can still be “value sellers” and “partners” and also commanding and aggressive.
Don’t panic. And don’t go searching Google for the tonic that will fix it all. Sure, there’s a lot of good in what you’re currently doing. But the odds say....
So let's get to the solving. Study these three suggestions and apply what feels right and you’ll be golden. If these still don’t work, call me and I can get you and/or your team in my boot camp right away (I’ll make room):
Being called “soft” is no fun. I doubt you'll ever hear that from your manager, let alone your father. But if you do, move past the ego damage and work the above plan. Being assertive and resolute is not about exploiting others or being cocky, it's about being as strong as you can be with your thoughts and actions. It’s about getting the most you can get out of your day. Out of the week. Out of your career and life. Don’t settle. Don’t be soft.
While you’re at it, ten sit-ups in the morning and ten push-ups a night wouldn’t hurt. Go get ‘em.
Selling.2.YES is the monthly newsletter published by Core 6 Management Advisors to enlighten, motivate and stimulate all of us sellers and sales managers on topics that need our attention.
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