Do you have to be assertive today?
December 25, 2011
Today, it isn’t so much what closes the deal but who closes the deal. When contrasting how a sales rep engages the customer, a reactive “relationship builder” will struggle compared with a more proactive “challenger” individual.
What describes “challenger” personality?
- Communicates new insights with executives (in their language)
- Weaves their solution seamlessly with client’s needs and objectives
- Imposes their will which drives productive customer action
The “challenger” imparts different insights based upon client audience with the ultimate goal of enterprise-wide consensus. For example, CEOs want to know what they don’t know about their competition. While CFOs will listen to unique and unknown ways to cut costs. As a general rule, quantifiable business value is more substantive than soft returns (like increased customer satisfaction.)
Can a “challenger” personality be coached? While most “challengers” are opinionated and even combative communicators, they consistently impart informed insights which earns credibility with the customer. While friction is not sought, being informed and confident are fast becoming a requirement. In my opinion, an assertive personality can in fact manifest in just about anybody.
