Assertiveness when managing prospects or clients refers to the ability to communicate confidently and directly while respecting the rights and needs of both parties. In a sales context, assertiveness involves the ability to communicate clearly and effectively with prospects or clients, while also being able to negotiate and persuade in a professional manner.

Some key elements of assertiveness in sales include: clearly expressing your needs, expectations and goals, being willing to ask for what you want or need, using confident and direct language to communicate your message effectively, being able to handle objections and pushback, and being able to set boundaries and expectations in a respectful and professional manner.

By practicing assertiveness when managing prospects or clients, salespeople can build stronger, more productive relationships with their clients, while also achieving their own sales goals and objectives. This requires a balance between confidence and diplomacy, and the ability to communicate effectively in a way that promotes mutual respect and understanding.