Authentic Prospecting Becomes Jet Fuel To Sales Results.

"Authenticity is more than speaking; Authenticity is also about doing. Every decision we make says something about who we are."

Simon Sinek

Authenticity isn't just about what we say, it's also about our actions.

The decisions you make are like windows into your character, revealing what truly matters to you.

When it comes to sales, what are you revealing to yourself about prospecting?

Authenticity shapes your identity, and the way others perceive you. In essence, authenticity is about aligning your words with your deeds, consistently reflecting your true self in all aspects of your life.

Authenticity, it is one of the biggest challenges for salespeople in a profession riddled with unscrupulous, fake and disingenuous sales reps.

In a post-trust sales world, authenticity separates sales professionals from sales reps. It separates the heartfelt from the empty-hearted.

I encourage all of you to set aside some alone time, grab a pen and paper, then start writing down words these words... credibility, genuine, connect, relate, relevant and real. Define each word, think about each word and become consumed with each word.

To have an ever-flowing sales funnel, you must build and ever-flowing relationship funnel.

Authentically prospecting is about building real relationships and changing the way people think.

To make this make this happen, you must understand who you are. You must understand your sales purpose and you must understand what you personally bring to the table.

Unfortunately, here lies the issue, and why I believe many in sales struggle with prospecting... They wrestle with clearly articulating the value they bring to the marketplace because they haven’t spent enough time in gaining a clear picture of their own value.

If you're your authentic self, you have no competition.

AUTHENTICITY IS A LIFESTYLE

Authenticity, it's making the conscious choice based upon accurate self-knowledge.

This means stepping outside the shallow world in which many in sales live.

Consistent, disciplined and determined prospecting is not an easy thing to do. If it was, more of you would be doing it.

Authentically prospecting is a conscious choice.

This lifestyle is not easy. It's the difference between getting by and making it happen.

Self-reflect for a moment, now ask yourself... What does it mean to me to lead an authentic prospecting lifestyle?

This is deep stuff. It's looking right into the mirror, asking tough questions and answering them.

Folks, you're in charge of your own sales career, nobody else.

TIME FOR SOME TRUTH

The Edelman Group is a global communications firm who partners with businesses and organizations to evolve, promote and protect their brands and reputations.

Annually, they publish what's known as the Edelman Trust Barometer. As you read their reports, you will soon find out we live in a world deeply rooted in trust issues.

Check out this quote from one of their past trust reports,

"People today grant their trust based on two distinct attributes: competence (delivering on promises) and ethical behavior (doing the right thing and working to improve society)."

Curious, how synonymous are the words competence and ethical used when describing salespeople?

Mirror moment time...

Are delivering on your promises?

Are you doing the right thing as you work to improve your client's business?

The prospects you're working with... How many are skeptical and have low levels of trust?

What's worse, how many of your clients are skeptical and have low levels of trust in you? Would you even know?

Carl Sagan once said,

"We wish to find the truth, no matter where it lies. But to find the truth we need imagination and skepticism both. We will not be afraid to speculate, but we will be careful to distinguish speculation from fact."

Lack of prospecting has hit critical mass for many in sales.

Spend any amount of time in sales and you will hear this... "Sales is a numbers game", "Make more calls", "Turn over some rocks", this makes my stomach turn when I hear this.

Quality and efficiency are more important than quantity.

Quality prospecting comes from the behind the scenes work to be able to deliver quantifiable results.

Sales professionals do the hard work to ensure that when they get in front of a prospect, they're truly bringing the goods.

When it comes to generating new business, what makes you and the experience you're providing, any different from the hundreds of others who are prospecting to the same people?

AUTHENTIC PROSPECTING

The heart behind prospecting is the quality. A sales professional places heart at the forefront as they truly want to make a difference in the lives of the people they interact with.

It's the stone-cold truth that everyone in sales must prospect.

Prospecting for new business... so many talk about it and measure quantity but how many truly measure quality?

How many of you are placing quality at the forefront when it comes to your prospecting?

Those who care enough about prospecting will consistently have food on their business table.

Are you going through the prospecting motions?

How many of you even know what you're prospecting for?

VALUE RESTS INSIDE OF AUTHENTIC PROSPECTING

To know thyself is to value thyself.

A sales professional waves the value flag. They weave meaningful amounts of value into their communication and into their prospecting strategies.

To authentically prospect means to truly understand your values, what your prospect values and then incorporate this into having an effective business conversation.

Authentic prospecting involves more than just pitching a product or service; it's about building genuine connections based on mutual understanding and respect.

Understanding your own values and those of your prospect allows you to tailor your approach to resonate with them on a more meaningful level.

When you align your values with theirs, you're more likely to have impactful conversations leading to successful outcomes.

Authentic prospecting enables you to present yourself honestly and confidently, which builds trust with your prospects.

SHORT TERM THINKING STUNTS LONG TERM VISION

We all want short term results when it comes to prospecting. Many of you get whacked over the head for 30 day and quarterly results but how many of you add in a long-term perspective when it comes to prospecting?

What you fail to do this quarter when it comes to prospecting will show up in your sales results in subsequent quarters.

Inconsistent sales results are directly related to inconsistent prospecting efforts.

Many in sales are consistently inconsistent when it comes to prospecting.

Many of your conversations when it comes to prospecting will not fit into a short-term window but will someday.

Authentically prospecting means to balance a short-term sales funnel with a longer-term relationship funnel. Not every opportunity will fit into the 30 day or quarterly window. Let's not ignore them but nurture them.

A true sales professional knows what it means to balance their relationship funnel alongside their sales funnel. With authenticity and a blend of caring they nurture their relationship funnel with education and insight.

“Authenticity is a collection of choices that we have to make every day. It’s about the choice to show up and be real. The choice to be honest. The choice to let out true selves be seen.”

Brene Brown

Are you being honest with yourself when it comes to diligent and authentic prospecting?

AUTHENTICALLY PROSPECTING, IT'S YOUR CHOICE

Authenticity starts when you set the intention and muster up self-fortitude to be genuine.

You must become keenly aware of what this looks and feels like, along with the willingness to act in accordance with your genuine nature.

In a world full of self-interested salespeople who look at many prospects as dollar signs, an authentic sales professional stands out like a shining star.

An authentic sales professional prospects with the mindset of a sales servant.

They've developed a how can I help mindset. They have a true burning and genuine desire to lend a helping hand.

The time is now to get real and honest with yourself. Take off the mask and adjust your mindset that's hindering you from prospecting. The barrier it's creating will not last forever.

Be the real you, not a prospecting imposter.

Authentic prospecting... the jet fuel to your sales sustainability and long-term success.

Gretchen Gordon is the author of "The Happy Sales Manager: Drive Sales, Lead Your Team with Ease, and Have Fun." She is the founder and CEO of Braveheart Sales Performance, a sales consulting and training firm. With over 30 years of experience in sales and sales management, Gretchen is passionate about helping sales leaders transform their roles and find happiness in their work. She is known for her practical advice and expertise in overcoming common sales management challenges.

SHOW SUMMARY

In this episode, we interview Gretchen Gordon, author of "The Happy Sales Manager." Gretchen shares her insights on how sales managers can find happiness and success in their roles. She emphasizes the importance of adopting a different mindset as a sales manager and focusing on the success of the team rather than individual achievements. Gretchen also discusses the challenges sales leaders face and provides practical advice for overcoming them. Listeners will gain valuable insights into effective sales management and learn how to build a high-performing and happy sales team.

KEY TAKEAWAYS

Sales managers need to adopt a different mindset than that of a salesperson. They should focus on coaching, motivating, and inspiring their team members rather than trying to replicate their own success.

It is important for sales managers to recognize that not everyone on their team will be like them. Each salesperson has their own unique strengths and weaknesses, and it is the manager's role to understand and support them individually.

Sales managers should resist the temptation to rescue their team members and instead focus on preparing them for success. By practicing and role-playing different scenarios, managers can build their team's confidence and enable them to handle sales calls effectively.

Sales managers need to be willing to change and grow in their role. They should constantly assess their own strengths and weaknesses and be open to learning new strategies and approaches to sales management.

Building trust and effective communication are key to successful sales management. Sales managers should create an environment where team members feel comfortable sharing their challenges and seeking guidance.

QUOTES

"Selling from the heart is just being a person talking to another person." - Gretchen Gordon

"You have to focus on doing the uncomfortable or difficult things to enable the people on your team to execute at the highest level." - Gretchen Gordon

Learn more about Gretchen Gordon:

LinkedIn: https://www.linkedin.com/in/gretcheng...

Website: https://www.thehappysalesmanager.com/

Learn more about Darrell and Larry:

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

Larry's LinkedIn: https://www.linkedin.com/in/larrylevi...

Website: https://www.sellingfromtheheart.net/

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation

https://sellinginaposttrustworld.com/...

Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.

https://www.barnesandnoble.com/w/sell...

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