Authenticity in Sales Negotiations leads to more successful sales and increased business results. In my imagination, I already see some eyebrows going up, frowning horizontal lines on some foreheads, or a pair of critical piercing eyes on my blog… Just pause for a second. If you become aware this is the case, then: smile..
Smile once in a while,
It will make your heart seem lighter.
Life’s a mirror; If we smile,
Smiles come back to greet us;
If we’re frowning all the while
Frowns forever meet us.
Poem from an unknown author.
The truth is that there are a lot of sales myths or false beliefs around and it takes courage to let go of these and step into our authenticity. This means stepping into our vulnerability and many of us think this is …scary….
Here are my three favourite sales myths sabotaging the selling process. In the spirit of the Halloween season, lets imagine those myths are like ghosts whispering the wrong messages in our ears, to have us make the wrong choices… In reality, they are underlying false beliefs and often sabotage us without us being aware of it. Here’s what they whisper:
1. “A good sales person is a good talker”
2. “It’s all about numbers”
3. “A good sales person has a thick skin”
Myth Nr 1: “A good salesperson is a good talker.”
I believe this myth to be one of the biggest with which people sabotage their sales. The impacts of this belief are so manifold. Are you wondering why such a belief can be dangerous? Well, here are five key skills which get lost when sales people operate from this false belief:
It keeps the sales person from being really present with the client. If we are lead by the false belief that we have to be a good talker, the energy of the sales person is likely to be internally focussed. This means the sales person has more of an inner conversation in his or her head instead of being outward focussed on the client and create from the information the client is offering.
It keeps the sales person from being an attentive listener. A sales person who is not really listening to the client has his own agenda and lacks curiosity to find out what is really important to the client. With attentive listening comes sincere interest and a more personal approach. This has an immediate impact on the quality of the connection in the relationship.
Dealing with silence
Believing that we have to be a good talker, prevents us from being able to deal with silence. Dealing with silence is really important because in these moments, the client is processing, reflecting or thinking and a good salesperson knows how to give space and time for that. If there is an underlying false belief that we have to be a good talker, the salesperson will start talking, interrupt the reflective process of the client and might miss out on a creative thought process and sales opportunities.
“Being a good talker” is in the way of a real dialogue. To lead a real dialogue, the sales person has to master a skillset which includes attentive listening, curiosity and understand how to establish true connection. Tuning in on our client’s channel, speaking his language and also asking curious questions is so much more productive than being “a good talker”.
Last but not least, it is in the way of leading your conversations or negotiations with conscious communication. Conscious communication goes beyond the content – “the what” – of the conversation and includes the dimension to the way -“the how” – we communicate. When we are conscious about the “how” we communicate, we can observe and check-in if we really reach our client and if we are understood. Don’t teach your client but reach your client!
The myth rewritten: “A good sales person is a good listener, has a curious mind and is a conscious communicator.”
So, where does authenticity fit in with all this? When we act from a false belief, we loose our authenticity because we are adapting our behaviour towards how we “believe” we should be and we actually sabotage ourselves and often get exactly the opposite of what we want.
YES! Authentic conscious communication can be easy! At 5C, we coach and train sales people based on the Process Communication Model by Dr. Taibi Kahler which leads to more authenticity, self-confidence, presence, awareness, deep listening, establishing natural rapport & connection, better management of personal energy, motivating clients and a creative way of dealing with objections instead of a reactive/defensive way.
We all have false beliefs to unmask. What kind of messages do your ghosts whisper in your ears?
Hope you enjoyed reading! More on the other two myths in the next blogs.