Be Authentic

There is no “perfect” personality to be an effective salesperson. Yet, many salespeople put on their “salesperson’s persona” when they enter a sales situation. They pretend to be outgoing or enthusiastic or knowledgeable or anyone of a dozen different “faces” that they think is what salespeople are supposed to look and sound like. If you catch them in a “real” moment or on their off-duty hours they appear completely different. The truth is that people can see through that. When they sense a difference between who you are and what you are presenting yourself as, they lose trust in you. Even if they don’t consciously know what is going on, subconsciously they feel it. They may not know why they don’t trust you, but they don’t. And trust is an essential element in the sales process. So, the solution is to be authentic at all times. Be yourself. If you are not a bubbly personality do not adopt that personality when you are on a sales call. If you are new in the industry, don’t try to pretend that you know everything. Rather confront the issue up front and deal with it. (how to do that is the subject for another time). The point here is be our self. Don’t try to be something that you are not. It never works out well.

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