It might surprise you to learn that the rep who has the ability to pressure customers to make decisions when things get difficult, is more likely to be a high performer than a rep who prioritizes forming enduring relationships. But there is a more important takeaway from this data.
It doesn’t need to be a trade-off.
In fact, the best reps have figured out how to form enduring relationships with their customers AND put the right amount of pressure on them to make important decisions when things get difficult.
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