On the occasion of the October 2016 issue of Management magazine, in which I was interviewed on sales when you are an entrepreneur… I will continue my remarks on authenticity in sales and necessarily in life!
In my life spent on the field of sales, I was the commercial and also the designer of the object which was going to be realized in series, I never asked myself the question of the sale. I just wanted to be in the magic of the moment, of co-construction, so I used my intuition and authenticity a lot!
I always wanted there to be more authenticity in relationships, teams, business, sales… Well, I know it hasn’t won yet, and I trust the new generation because there are leaders who stand out from the crowd…
Naturally with intuition, it is the emotional intelligence that sublimates the sale, as well as the sincere desire to convince and be true!
In the past I had to learn to deal with objections and difficult negotiations, listen and not get too carried away by my passion… Although I like this idea! A passion is not reasonable even if the customers are, this passion will also know how to convince them… It is there that the balance “listening-passion” is played.
Later, I gave sales, persuasion and negotiation lesson in business schools and trained salespeople, managers and executives… Everyone wants the magic recipe, the implacable tool! Sales techniques that really sell”… Sorry for my frankness, sales cannot be learned in a book or it is not an option for some business school students who opt for “marketing” and still pass sales as a compulsory springboard, which proves to be the foundation when it comes to undertaking. The sale is much more noble than that, and the marketing comes from there!
Selling is authenticity in a service relationship!
It is this job that made me realize, so I was only a high school girl and I had to manage, so… I sold shoes, to Trappes (imagine…), on Saturdays and Sundays… I discovered much more than the sale! We had to break he gloom and create value, not just market value! That is the difference. Then it became my job as a salesman and manager, then my vocation to train salesmen… Sales gave me confidence and taught me that anything was possible.
When I train salespeople, salespeople and engineers in sales and negotiation techniques: these are the fundamentals and still too many salespeople think they “know” them, but this is not “knowledge”: it’s knowhow and knowing how to learn and how to return to training, as in top-level sport!
“If you want victory, think about going to practice!”
The true performance begins after the technical fundamentals, when we touch precisely the point of authenticity, behavior, emotional intelligence and mind!
My favorite “coach-revealer” role really starts when you get out of your comfort zone, it’s the most difficult and delicate educational part ! Training a person or a group requires a steel mind and an authenticity, a confidence and a passion for absolute transmission!
Why is it so hard to say that we learned from his coach?
In sports, it’s obvious! Apprenticeship in one’s own profession also passes through the phase of gratitude, the recognition of its inspirers and trainers, this recognition releases progression and authenticity. Selling is enerating margin and sustaining a business, the result is not to be confused with the necessary step back (uh… humility) : learning is healthy and “not learning” endangers the commercial !
For those who “sell themselves”, sell to people who recognize you and see your strengths not just your progress points! Yes, emotional intelligence and authenticity can “jostle”, those who do not accept it and actually want a marketing oriented authenticity!
It’s authenticity that does the marketing, not the other way around.
Being authentic has really helped me in life, to create, to realize myself while realizing others, my trainees, coached and my conference audiences. When one is in authenticity, emotion is at its highest level, sensitivity s strength, on the other hand one detects by intuition toxic people much faster. For a long time it worked for me because I like to please, but finally and if that was the strength of authenticity? The luxury of being able to sell or have authentic relationships!
The basis of a beautiful relationship is sincerity, so why not in sales and in your daily life!
Of course, to develop this posture, you will learn to let go, to reveal your emotions, to be ethical, to develop your leadership and of course to assert yourself serenely in difficult situations! I would talk about it in another article, because obviously there is no authenticity without assertiveness, another exciting training theme!
To go further and above all higher: the En haut de l’affiche training courses, and my conferences, including the latest “Authentic Sale”. We welcome your questions.