Sales Tip 1876: Authentic Connection Continuum – Scott Ramey

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Scott Ramey, Authentic Sales Expert, Former Fortune 500 C-Suite Executive and Founder of the Ramey Group. Here he is:

Scott Ramey: So what I would share is what I call the authentic connection continuum. In short, the most important characteristic for selling is to be authentic. And some people wonder, how do you go about that? There are four elements, I believe, that need to be present in an authentic positioning or sales conversation. The first is affinity. Affinity is the ability to create a natural connection that’s unforced, that’s authentic and legitimate. This requires 100% focus on your prospect or client, not on the idea of generating the business or closing the client. The second is communication. Being clear, concise and with positive intention is critically important.

The third is demonstrate shared experiences. Describe in detail what the experience is going to be like working with you, what it will feel like working with you at different levels. What are the meaningful outcomes and deliverables and experiences that they’ll have if they end up doing business with you. And then lastly, and maybe most importantly, is vulnerability. You need to check your ego at the door. We demonstrate vulnerability through sharing experiences that the prospect or client can relate to that demonstrate authentically who you are. I think these four elements need to be present in every opportunity that you have with a prospect or client. And if you look at the relationships that you have forged over the course of your career, I would venture to guess that all four of these elements are in existence.

And if they’re not, at some point or another, it’s possible that affinity, communication, shared experiences, or vulnerability will not be present. It’s an opportunity to go back and reassert that different that characteristic or that trait to make sure that the relationship is authentic and it’s continued. Hopefully this is helpful.

Scott Ingram: For links to connect with Scott Ramey, just click over to DailySales.Tips/1876 Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!