Assertiveness in 3CSelling means having the communication skills, courage and knowledge to lead the conversations that your customers need, instead of the conversations that they are expecting.
3CSelling conversations are very different to what most customers expect. Customers typically expect people in sales roles to talk about their products and services.
If you are insufficiently assertive, your customers will set the agenda and you will run out of time to coach, co-create and conclude.
Being assertive means communicating in ways that are always respectful, and balanced between never being submissive or aggressive.
Assertiveness is always relative. Depending on the circumstances, we must make active choices about when to be more or less assertive.
Better 3CSelling understanding and skills will help us to be more assertive in setting the agenda and achieving the outcomes of each part of 3CSelling.
- Coaching outcomes – Better customer objectives and the confidence to proceed
- Co-creating outcomes – Compelling proposals
- Concluding outcomes – Agreed next actions and alignment of stakeholder expectations
As we become increasingly skilled in 3CSelling, we will develop the communication skills, courage and knowledge to lead the conversations that our customers need, instead of the conversations that they are expecting.
We will become increasingly assertive.