“When you develop the sales language, the sales mindset and skillset that build high trust relationships and inspire others to make decisions that feel right for them, you will be seen as authentic. ” – Liz Wendling in today’s Tip 435
How do you develop your authenticity?
Join the conversation below and check the link for a free audio program from Liz!
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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 Liz Wending. Liz is a nationally recognized business and sales consultant and the author of 6 books. Liz shows professionals how to make a profound difference in the way they sell and communicate both online and offline. Here she is with one of those ideas:
Liz Wendling: Everyday professionals are told that they need to be authentic in their sales endeavors. Be authentic, has become the most tossed around and overused cliche in the world of business in sales. Being authentic is a hyped-up way of saying, be real, be genuine, be truthful, be direct, honest, open, and sincere. When did that become a unique approach? Isn’t that what we’re all supposed to do? Authenticity is not some innovative new business strategy. Being sincere and direct It’s not a fresh and modern sales tactic. Being honest in the sales process is not some contemporary concept. Authenticity is, however, a brilliant buzzword that makes professionals believe that all they need to do is show up, be nice and be themselves, and they’ll have a booming business and a bulging bottom line, not so fast.
Of course, you need to be authentic in sales. You’re supposed to be authentic in life as well. It is imperative that you show up from that genuine place, but attracting clients and closing business requires you to show up with something more than you just being you. Being authentic isn’t enough to close business and convert interested prospects into invested clients. Selling requires a strong skill set and a solid strategy and a deep understanding of how people buy and what they need from you to make a competent buying decision.
So this bad business advice of just be authentic leaves professional scratching their heads saying, “Hey universe, I’m radiating authenticity. Why is no one buying from me? Okay, I’ve been authentic all month.” And I still have no clients. Heck, I’m oozing authenticity and people keep telling me that they need to think about it and they don’t have any money.
Let’s get real. You are either authentic or you are not. You are a genuine person in real life and you can’t act like it in sales. You can’t pretend authenticity and you can’t turn it on and off when you’re selling. Nothing is more inauthentic than someone who’s trying to be authentic. We’ve all been in sales situations like that when somebody’s trying to be super authentic with you and we see right through that, don’t be that type of person. Look, you may be the most authentic CPA, dentist, attorney, financial planner or web designer on the planet, but if you lack the ability to highlight your value and expertise or you’re missing the skills that build trust and facilitate a competent buying decision, I don’t give a rip how authentic you are. Authenticity only gets you so far.
I wanna work with someone who possesses stellar skills in their field, skills that pair up nicely with genuine authenticity. Authenticity sells, but only when you learn how to sell in a way that fits your personality and style.
When you develop the sales language, the sales mindset and skillset that build high trust relationships and inspire others to make decisions that feel right for them, you will be seen as authentic. No need to turn it on because that is who you are. If selling is difficult for you, you’re doing it wrong. If you feel out of alignment when you’re selling, you’re doing it wrong. If it feels unpleasant and inauthentic because you’ve not been taught to sell in a way that resonates with you and makes you feel good, it’s up to you to develop that skill if you intend to stay in business.
Scott Ingram: As always we’ve got more about Liz for you at DailySales.Tips/435. One of those links will take you to a free audio program where Liz will show you how to transform your sales language and change your sales results.
Once you’ve connected with Liz and checked out her resources, be sure to come back tomorrow for another great sales tip. Thanks for listening!