Authenticity is one of the most important virtues a successful salesperson demonstrates in life. It not only makes people better as individuals but also makes for stronger company culture and greater productivity overall.
Authenticity is one of the greatest virtues
Ben Gallagher is an entrepreneur who runs a successful online fitness coaching business in Melbourne, Australia. When the COVID-19 pandemic first began, Ben decided he would opt for a career in sales, which was introduced to him by his former online fitness client.
Since Ben joined as a salesperson, he has gained more courage in his job and reached many milestones to get to where he is right now. One of the greatest virtues that he has embraced is authenticity as it lies in remembering your company’s mission and core values. It also involves understanding the consumer, and following through on promises in all efforts.
Why authenticity is key in sales
Ben explains that authenticity is a salesperson’s superpower. Being transparent will enable you to connect with customers faster on a deeper level.
A salesperson needs to understand the buyer, including the issues the buyer is facing and what they want as they make their decision to purchase. Furthermore, they need to have expertise in the product before presenting it to the prospect, as this will show a high-level of confidence when selling.
Authenticity is a one-way flow of information from seller to buyer
Traditionally, salespeople controlled the large flow of information. Buyers had to depend on detailed information from the sellers when making purchase decisions.
Even though authenticity is a crucial element to building trust in any relationship, especially between buyer and seller, the level of trust will depend on the type of information you will share. Through this, as a salesperson, you will ultimately make more sales.
It is important to maintain a high level of transparency in your job if you want to navigate through the entire sales process successfully. The culture of transparency needs to start from a leadership level.
According to Ben, with the culture of transparency in place, a salesperson will no longer feel the pressure to stumble their way to product gaps. Lastly, it’s always good to acknowledge that we strive to learn from our mistakes just as sincerely as we celebrate our wins.