We’ve all heard the terms authenticity, empathy, and genuineness in the sales world. But what does it truly mean to be your authentic self as a salesperson? You can glean so much information if you’re willing to be vulnerable and genuine and real. Set aside your ego and your fear, and people will open up to you, and buy from you! Larry Levine explores how to sell from the heart in this expert sales interview, hosted by John Golden.
This expert sales interview explores:
- The solution to customer skepticism
- Vulnerability in sales
Authenticity to Combat Skepticism:
The reputation of salespeople is at an all-time low. Trust in the sales world, in general, is basically nonexistent, and much of society has a very poor opinion of the profession. This makes consumers skeptical about trusting salespeople, and hesitant to make purchases through a salesperson. The way to overcome that skepticism is to speak the truth, be honest, be genuine, and bring your heart to the forefront. In essence, you must be authentic, and present as authentic, in order to quell the buyer’s skepticism about salespeople. Spend time getting to know yourself. Do the tough work on yourself, so that you feel comfortable being vulnerable with your customers. It will pay off for you in the long run. The defining moment between you and someone else is if you can bring sincerity and substance, and marry it with your heart.
Vulnerability in Sales:
Vulnerability in sales is not a bad word. No one wants to lose a sale or an opportunity, and being vulnerable is a way to make a connection and earn more sales. If you embrace vulnerability and being genuine with the customers, the customers will embrace you in return. The goal of a salesperson is to bring something unique to the table that is going to educate their buyer, and in order to get that opportunity to educate them, they have to trust you and embrace you as trustworthy. You must raise your business acumen, clearly articulate your value to the customer, and engage in health conversations. Communicate on their level. If you really want to get engaged with someone at the buyer’s level, you must speak their language.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.