RAB Insights

RAB Research Archive

Aggressive vs. assertive behavior

Prospects don't usually reward aggressive behavior. When salespeople become aggressive, their only goal is to share what is important to them – closing the sale.

There is a big difference between aggressive and assertive behavior. When salespeople are assertive, they believe in the value of their products or services. Successful salespeople are self-assured and self-confident, but never allow their sales talk to overwhelm or push away prospects.

Source: Sales author Debbie Allen