“Start practicing rigorous authenticity with your clients today and you’ll earn more than just their business. You’ll earn their respect and the respect of everyone you work with.” – Rich Madara in today’s Tip 245
Do you have rigorous authenticity?
Join the conversation below and check the Ted Talk Episode that inspired this tip!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from a long time fan of the show and first-time contributor, Rich Madera. Rich is a Sales Capability Advisor at CDW. Here he is:
Rich Madera: Hi everyone. My tip is inspired by a Ted talk that I saw recently. The CEO of a healthcare software company delivered this amazing talk and attributed the success of his organization to one of three main principles he followed called Rigorous Authenticity. This really spoke to me as a sales leader in my experiences in technology sales. This CEO Michael Brody-Waite, told us a story of how he came to a make or break moment with his organization. There was one feature of his software that didn’t really line up with the goals of the client and it had the potential to scuttle the entire deal. He was faced with the choice, bring this new information to the client and risk losing that whole deal or don’t mention it and hope the client didn’t notice until everything was all the way through. To find out what happens, I recommend you check out that Ted talk, but when I reflect back and try to find something similar in my experiences, there were many times where this rigorous authenticity built trust and earn customers business that none of the other contributors on my team could earn. When we look at this from the customer’s perspective, I’m trying to think of how it feels when you encounter a salesperson who is authentic and not afraid to have an opinion about the solution they’re offering. They stand out and for good reason. Our clients and our prospects, they know that we’re salespeople. There should be no shame in that. Therefore, there’s no reason to mask our intentions or hide behind vague language or wishy-washy promises for a cure-all solution to the client’s needs. Be Authentic about your intentions. Have an opinion of the solution you’re proposing or the challenges a client is facing, and don’t be afraid to give your client the truth even when it’s uncomfortable or could jeopardize your deal. Start practicing rigorous authenticity with your clients today and you’ll earn more than just their business. You’ll earn their respect and the respect of everyone you work with.
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