Who do you become once you step into your work? Are you the same person you are at home or with friends? We all try to be true to ourselves, but pressure and expectations can mold our sales persona into a distorted expression of our true identity. Time to put your game face on. Unfortunately, some of us find ourselves doing this so often that we lose our true voice when it comes to customers. It’s a bit of a shame really that we hide our true selves from others in order to achieve our goals, but does it have to be this way? No, but if you want things to change, you must first recognize the forces that have turned you into a less-than-genuine salesperson.
- Pressure to meet targets: Sales professionals often face high-pressure environments where meeting sales targets is paramount. This pressure can lead some salespeople to prioritize closing deals quickly over building authentic relationships. The fear of missing targets or facing consequences for not meeting quotas can push them to resort to inauthentic tactics.
- Lack of training and development: Sales training programs often focus on techniques and strategies to influence and persuade customers. While these skills are important, the emphasis on closing deals may overshadow the importance of being genuine. Salespeople may not receive adequate training on how to genuinely connect with customers and understand their needs, leading to a lack of authenticity in their approach.
- Fear of rejection: Rejection is an inherent part of sales, and some salespeople may develop a fear of rejection over time. To avoid rejection, they may resort to non-genuine tactics, such as using high-pressure techniques or making false promises, in an attempt to secure a sale. This fear can hinder their ability to be authentic and build trust with customers.
- Pressure from management and company culture: The organizational culture and management practices within a company can influence salespeople’s behavior. If a company prioritizes short-term results and places excessive emphasis on closing deals at any cost, it can create an environment where non-genuine sales practices are encouraged or rewarded. This can make it challenging for salespeople to prioritize genuineness in their interactions with customers.
- Lack of confidence or product knowledge: Salespeople who lack confidence in themselves or in the products or services they are selling may struggle to be genuine. They may feel the need to compensate for their perceived deficiencies by using manipulative techniques or exaggerated claims. Without a strong belief in the value of what they are offering, it can be difficult for them to genuinely connect with customers.
- Inadequate sales culture and support: If the overall sales culture within an organization is focused solely on numbers and closing deals, without a strong emphasis on building genuine relationships, salespeople may find it challenging to prioritize authenticity. Additionally, if they lack support from their colleagues or superiors in adopting an authentic approach, they may be less likely to embrace authenticity in their sales interactions.
Overcoming these challenges requires a shift in mindset, proper training and development programs, a supportive organizational culture, and a focus on building long-term customer relationships. By addressing these factors, salespeople can be empowered to prioritize authenticity, leading to more meaningful connections with customers and ultimately better sales outcomes.