“It’s so important to be yourself that I think it’s the key differentiator because when you’re meeting with a customer internally, that’s the differentiator.” – Paul DiVincenzo in today’s Tip 1345
Are you being authentically you?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. For today’s Throwback Thursday tip I found a gold nugget in one of the first bonus episodes I ever did on the Sales Success Stories podcast. Paul Divincenzo was the star of episode 40 on that show after selling over $13M in a single year for Cintas. A feat that 4.5 years later, I still can’t wrap my head around. In this clip we came back together to put a bow on that conversation:
Scott Ingram: Let me start by just reading an excerpt of your note where you said, “I think my primary message to new and experienced sellers would be exactly that, be Authentically You. In my opinion, being your authentic self, along with a great state story, strategy, work ethic, and team are the combined elusive keys to success of being a top performer. Seems easy, but I’ve seen many sellers get caught up on challenger, spin, the next new style, tactic, etc., and forget themselves along the way.” So when I read that, I realized that that is basically the differentiator that gets somebody into the top spot and into a position to talk to me about their success on the show, where obviously I only interview top 1% performers and knew we had to do a follow-up. So will you talk a little bit about that, just a little bit more, and explain what you mean about being authentically you?
Paul Divincenzo: Yeah, sure. I definitely thought about it’s kind of one of those things, and you and I joked about it just right now when we got on the phone call. But everyone on the phone should relate to this. When you walk out of a sale, a sales call, or a meeting, many times you are rethinking that process in the back of your mind and you think, I should have said this or I should have been more succinct. And so that email was really my attempt to be more clear. And so that was what that last summary is. But that was really what I was thinking is, how do we make it clear and easy to get the action items in a very simple way? And so what I meant by being Authentically You, really it took a long time for me to do this, so I think that’s why I’ve highlighted it and it’s not my concept. I think if we Google probably anything that we talk about, in many cases we’ve all picked it up from different places. What I can tell you in this particular one and why I articulated it with Authentically You is we had a meeting at our company about this and I think we all go through this is struggling with trying to be something. And even on this podcast, people that are trying to get to the top 1% or trying to be a top performer, they’re looking at us and saying, okay, I’m going to try to model and be like that person. And I think those are all okay when you look at some of the tactics and the tools and the mindset thing, and those are all great because they’re important. But at the end of the day, I still believe you have to be yourself. And I know that seems very contrite, and just be yourself and everything will be okay. And it doesn’t mean that you don’t learn really great strategy, selling components, all those things, but it’s very, very important, I think, and you pulled it out, and I’m sure it’s come through in a lot of the other talks, but it’s so important to be yourself that I think it’s the key differentiator because when you’re meeting with a customer internally, that’s the differentiator.
Scott Ingram: For links to my original interview with Paul, to the rest of this bonus episode which is about 14 minutes long, and maybe another surprise or two, just click over to DailySales.Tips/1345. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!