Authenticity: Be Real And More Customers Will Listen

There's something about an authentic person that draws us to him or her.

I used to think the best salespeople were poised and polished.

They aren't. They're informed, confident and professional. But they're also real.

There's nothing fake about them. They're comfortable in their own skin.

One of the most authentic salespeople I've ever known was "Ralph".

Ralph was the real deal. He wasn't one person with customers and another with everyone else.

You might like him. You might hate him. But you respected him. He wasn't fake. He wasn't putting on a personality.

I don't even think he had a telephone voice. He just was who he was -- 24/7.

Ralph had a lot negative personality traits. He could be gruff, bullheaded and vocal. No one is perfect.

But you'd never accuse him of being inauthentic. You didn't feel he was trying to buddy up to you just to make a sale.

It's hard to trust inauthentic people. There's something disingenuous about them that makes us put up our guard.

We respect real people and prefer to buy from them.

Takeaway: Be real. Be genuine. Be yourself. And the sales will follow.