Tuesday, March 15, 2011

Persona Non Grata


Who are you? I mean who are you really? Would your work friends be surprised if they were to spend time with you and your home friends? Do your clients have a completely different view than those two? The first question is why? The second question is who are you cheating?

Now even I admit that I have to rein it in a little when I’m in front of customers. (Hard to believe I know) Moderating your personality is different that attempting to change it. I have mentioned many times that in order to present and sell well, you have to feel comfortable. Well how comfortable are you if you aren’t you? It is hard to remember to act like that person you think you should be, and remember your messaging, and all the other things you need to do to move the sales process forward.

The obvious answer is you are cheating yourself if you are not being you. You are putting yourself at a disadvantage that is hard to overcome. It is easier to convince a client than yourself. All things being equal, people buy from people they like. If you don’t think you are likeable, how will they?

Don’t try to be someone you think the customer wants to buy from, actually be that person.