Sales is often associated with closing deals and achieving excellent sales results. However, true sales excellence is not just about hitting numbers, it is about becoming a student of all the variables and parameters involved in the playing field. I think this starts with building relationships and utilising resources, and the ultimate goal should be to become a trusted advisor to your clients. And if this is achieved then deals and sales results will come as a by-product of these relationships. To build strong relationships, honesty and sincerity are essential. Instead of rattling off a list of the great things about your product or service, acknowledge the limitations and show a willingness to learn about the client’s needs and priorities. By doing so, you will stand out from other salespersons, and your authenticity will help build trust with your potential clients.
Making the right choices
““Dear Managers,
Your job is not to make people work harder. Your responsibility to help your team achieve their goals, let them know that their work matters, and then recognise and reward those who consistently help the team deliver timely, high quality and positive outcomes.””
I think we all have different opinions, the problem starts when we feel our opinion is worth more than what anyone else can say. Authentic leaders know they can learn a lot from those that think differently than they do. Contact me via e-mail for a confidential 1:1 session
The heart of a leader
Leading with the heart creates a unique company culture that cultivates positive returns. I think the best leaders are those who lead from the heart. How to be a leader who leads with heart?
H: Humility
E: Excellence
A: Authentic
R: Reliable
T: Trust
Do you have a leader who inspires others through kindness, flexibility, and support?
Whistle to the mouth
Nowadays everyone is harking on about authenticity! What exactly does authenticity mean? I think the only time when we are being our authentic self is when we are wearing nappies (diapers). And ever since then we have been faking it and the big question is why we fake it. This may be because when people see us they will judge us differently based on our appearance.
It’s not because this is our authentic self but it’s because it's the self we choose to put forward. So perhaps we could redefine authentic to mean consistent. And our consistent self is one that if you look at it from the back or look at it from the side - it’s the same. Our consistent self is the way we behave in front of our parents and in front of our customers. I think when we are consistent then we can define that as a version of consistency.
I care enough to see you
People are always drawn to those who are genuine, willing to show who they truly are and who make it safe for others to be fully themselves. I have always taken the risk of leading from my heart, knowing the reward was greater than any inadequacy I felt. I think being vulnerable is always the pathway to making meaningful connections, and being authentic and vulnerable is also the secret to becoming charismatic.
Ken Blanchard said, “If you don’t know who you are - or what your strengths and weaknesses are - and you are unwilling to be vulnerable, you will never develop a trusting relationship.”
In my humble opinion, authenticity means taking a risk to show others our true selves. It’s uncomfortable and vulnerable, and always carries with it the very human fear of not fitting in. I think that if we want to see others then we must first allow them to truly see us. It takes courage to be authentic and aligned with our values, especially in these turbulent times. Right now we are all using FaceTime, Skype, Zoom, Teams, etc., to stay in touch with our colleagues, family and friends, but we are still in our own spaces. I think that it’s really hard to transcend that separateness, no matter how good the camera lens is, technology has made the connection possible, but seeing authentic emotion makes it tolerable.
Do you agree that in our heads and hands we have the specialist skills that will get us hired? I think that what really separates us is our ability to connect with, motivate and inspire others, what do you think?