Two Reasons Your Sales Team Lacks Authenticity
leadershipteam
Thu, 11/08/2018 – 14:24
Authenticity is touted as one of the key qualities of successful salespeople. Authentic people find it much easier than their disingenuous counterparts to persuade and influence others. And yet, authenticity seems difficult for many salespeople to apply in their role as a sales professional.
So how do you teach a salesperson to be more authentic and, as a result, more likeable? I posed this question to Michael Allosso, a communication expert and leadership coach. He shared the top two qualities he observes in authentic people: confidence and preparation. “Confidence comes from knowing that you are prepared. And when you are prepared, you can relax and be yourself.”
His answer makes perfect sense. In my work with top sales performers, I’ve found they possess the emotional intelligence skill of delayed gratification. They are willing to do the work necessary to be prepared for