The Benefits of Being an Outrageously Authentic Salesperson
Most people would probably agree that authenticity is a good quality, especially for salespeople. Yet, many sales professionals struggle to embrace genuine expression of their thoughts and feelings with others. In reality, there is a fear of being outrageously authentic that is keeping sales professionals from engaging with their customers in real ways. Leigh Brown, interviewed by John Golden, explores what it means to be a salesperson that is outrageously authentic.
This expert sales interview discusses:
- Defining outrageous authenticity
- The benefits of outrageous authenticity in sales
- How to encourage outrageous authenticity
What is outrageous authenticity? It involves saying what you think, without being hateful, and owning your own beliefs and opinions. “The outrageous part makes my heart a little sad,” said Brown. “People are so afraid to say what they think, and we’ve come to this point where if someone is blunt and honest with you, it can be perceived as outrageous behavior. We’ve come to a point where authenticity has to be outrageous in the world that we’re in.”
Outrageous Authenticity in Sales:
Buyers are craving authenticity on behalf of salespeople. They are sick of being sold to, or feeling like the salesperson doesn’t have their best interest at heart. Consumers have access to a lot of product information, especially in this new age of technology. Part of why they seek out a salesperson is for an authentic interaction with someone credible who can help them make decisions. Without this outrageous authenticity, salespeople end up shortchanging the customer.
Building Credibility Through Authenticity:
Being truly authentic and genuine with your buyers is a great way to establish yourself and your opinion as credible and trustworthy. “Look at online reviews as an example. If you see a company that only has 5-star reviews, you’re immediately skeptical about the legitimacy of the results,” said Brown. By the same token, if you’re a salesperson that says every product looks good and will be a perfect fit, but never discuss the pros and cons, you’re not painting the full picture. The customer will know that, and be more hesitant to trust your recommendations. Being authentic increases your credibility, differentiates you from your disingenuous competitors, and can help you be more successful in your selling prospects.
Considering the sometimes negative reaction to sharing blunt opinions, it can be challenging for people, especially sales and business people, to be outrageously authentic. But the benefits of being forward in sales are obvious, and consumers want genuine, honest salespeople who openly share their real opinions. Encouraging authenticity begins with knowing people might disagree with you, and might end up disliking you. “It’s important to remember that you don’t have to please everybody,” said Brown. “Everybody is not supposed to like you. We’ve built this sad world that says we’re supposed to be homogenous with the same beliefs, but that’s not who human beings are.”
For more information on outrageous authenticity, watch the full expert sales interview, and check out Brown’s book, Outrageous Authenticity: You Are Your Best Sales Weapon.
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.