I'm a big believer that you have come across as genuine when working in sales. This will be a key factor in whether or not you will become successful.
I wanted to demonstrate this by using a scene for the Shawshank Redemption. One of the main characters, Red, comes before the parole board time and again as the years of his sentence goes by. It is not until he genuinely tells them what he believes to be the truth, that his parole is granted.
It is a powerful scene, and I hope it demonstrates to you that slick sales tactics are no match for someone that comes across as genuine and honest.
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2 comments:
Great post. Love that movie. I agree that authenticity is important during sales meetings and presentations. The issue, of course, is how to be authentic during those meetings. It's easier said than done.
Joey Asher http://speechworks.net/wordpress/wp-admin/
Joey,
Thanks for your comments and I do agree that is it certainly easier said than done. However, it can be quite effective if you have the courage to come across as a real person. To effectively close a sale, I believe you have to "not" care about the outcome just a little bit (kind of like when a guy is going after an attractive girl in high school).
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