Being Assertive vs. Aggressive
Suggested Strategy: Use a Define & Coach strategy to help the individual
distinguish the difference between assertive and aggressive, and where
they might currently stand between those two terms.
Suggested Questions:
→ Define & Coach: When thinking about being assertive without being
aggressive, how do you think you would specifically define what that
looks like?
→ Self-Actualized Question: What are you specifically willing to do to be
assertive, based on that definition, rather than aggressive in your sales
tactics?
Suggested Activities:
→ Role Play: Work with the individual to create scripted conversation
pieces that they can implement when being assertive in a sales
conversation. Then, have them practice the scripts with you as though
they were having an actual sales conversation, keeping in mind specific
situations where they would use these strategies with real customers.
After each practice conversation, have the individual give themselves
feedback on what they felt they did really well and what they would like
to continue to improve upon. Have them share with you how they think
they can specifically go about continuing to improve in these areas.
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