Authenticity often being a buzz word that re-emerges over time. In part because humans crave a human connection and that we discuss how that applies in professional interactions. Professionals who remember that they are a person and not just a professional also tend to build a stronger rapport with those they influence. When authenticity is owned by the larger group it becomes the norm. Research supports that groups embrace ways of thinking and behaving that are not rules and regulations in a formal sense tend to be more predictive of behavior than when formal rules and regulations are followed. One benefit of an authentic characteristic includes faster error correction as the average level of conversations is candid instead of measured.
Sales Expect interview covers:
- Managing your impression
- Straight talk and directedness
- Leader’s mistakes
- Transparency and authentic
- Overcoming imperfections
How to overcome the over managing the impression:
Overcoming the over perceptions of other people can be achieved in three steps to influence people. These steps include; identifying when it’s happening, talking about its importance and lastly, leadership modeling the way. Genuine, real and authentic in this manner can influence people to not have cold and plastic impressions.
Become a straight talker and direct:
Teaching people to give and receive in a straight and direct way, from a leadership perspective, is to set the expectation by modeling the way as a leader. Elaborate what is expected of them as far as communication. The more a leader models this behavior, the more it will be mirrored by their team creating…
Being authentic through your mistakes:
No one is perfect. Mistakes are made by everyone, in fact, successful people make more mistakes, learn from them and yet, we often hide the most interesting mistakes we’ve made, missing an opportunity to model how those mistakes contributed to the eventual success. Such as sharing how it hurt, how you survived and learned and how it moved you forward. Periodically sharing these mistakes as teaching moments is modeling a leadership that is genuine and authentic which builds a rapport of a leader that is a human being just like their team and people like that authenticity.
The importance of being transparent to be authentic:
It’s important that a leader or leadership team that is saying that authenticity is important also model it themselves by delivering it. A leader saying it is important, but not do it themselves is not authentic. You must have some amount of transparency in order to be authentic. People know they can believe in what you are saying and see the human being in the leadership role and not simply the list a list of accolades.
Honesty can overcome imperfections:
The more people sense honest and straight forward communication, the more people are willing to not hold it against you. Part of the answer is again in leadership modeling the way
About our Host
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.