Not Being Yourself When You Sell Is Exhausting, Isn’t It?

Sometimes I can watch actors in movies or TV shows and think to myself, “Wow, what an easy job with great rewards.” But then I had the opportunity to try my hand at acting and, you know what? It was kind of hard. I don’t just mean memorizing lines and such, but pretending to be someone else or ‘staying in character’ takes a tremendous amount of energy. It drains you mentally and emotionally, to say the least. In the world of sales, the pressure to perform and meet targets can sometimes push salespeople to adopt inauthentic practices. However, the toll of being inauthentic in sales extends beyond ethical concerns. Not only is it less than ideal or effective with customers, but it also creates extra stress and strain on the salesperson as well.  Here are several risks involved if you find yourself pretending to be someone you are not when you sell.

Emotional Exhaustion: Being ungenuine requires salespeople to wear a façade and present themselves as someone they are not. This constant act can be emotionally draining, as it creates a dissonance between their true selves and the personas they project. Suppressing genuine emotions and putting on a false front adds a layer of emotional burden that accumulates over time, leading to emotional exhaustion.


Mental Fatigue: Non-genuine sales tactics often involve manipulating or deceiving customers to achieve immediate results. Constantly strategizing and scheming takes a toll on salespeople’s mental well-being. They must maintain a high level of alertness to navigate conversations and manipulate situations, leading to mental fatigue and reduced cognitive functioning.


Strained Relationships: Building genuine relationships requires trust, honesty, and genuine care for customers’ needs. When salespeople prioritize closing deals over establishing trust, relationships with customers become strained. Customers can sense the lack of genuineness and may become guarded or disengaged. As a result, salespeople find themselves constantly battling skepticism and resistance, making the sales process more challenging and exhausting.


Ethical Dilemmas: Engaging in non-genuine sales practices often involves crossing ethical boundaries. Salespeople may find themselves torn between their personal values and the pressure to meet targets. This internal conflict adds an additional layer of stress and exhaustion, as they must grapple with the moral implications of their actions.


Lack of Fulfillment: Salespeople who prioritize short-term gains at the expense of being their true selves often find themselves feeling unfulfilled. They miss out on the satisfaction that comes from building genuine connections, understanding customers’ needs, and providing meaningful solutions. The lack of fulfillment can lead to decreased motivation, burnout, and a diminished sense of purpose in their sales role.


Negative Repercussions: Non-genuine sales practices can result in negative repercussions for salespeople and their organizations. Customers who feel deceived or misled are more likely to share their negative experiences, tarnishing the salesperson’s reputation and damaging the company’s brand image. Dealing with these consequences adds to the exhaustion and stress experienced by salespeople.

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