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:
Î Define & Coach: When thinking about being assertive without being aggressive, how do you think you would specifically define what that looks like? Î 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:
Î 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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