In today’s world of selling security solutions, most sales people are trying to find their way between being an account manager and being a sales professional. We all need new business, but we also need ongoing business that comes from long-term customers … and no one repeatedly buys from an overly aggressive sales person. Guess what, not many people buy from the account manager that never pushes their customers to improve. So, where is the happy place? How do you know if you’re being too aggressive?
A rule of thumb I share is to push it until you lose a customer because of your aggressive approach. Then, analyze where you are and determine if you’re being too aggressive or if this loss was an anomaly. When you determine that your nature has caused you to lose a customer, keep pushing forward until you start to lose more, and then think about pulling back a little. Here is my point: the most successful sales people in the security industry lose a few customers because of their resilience, but they win about five new customers for every one they lose. If you’re not getting push back from anyone, then you’re not being aggressive enough. If you’re starting to lose quite a few, then you’re probably too aggressive.
If you’re not receiving some conflict, then you’re probably not being aggressive enough and not performing to your best ability.
