Two entries appeared at after I typed in the word “authenticity”.

“The quality or condition of being authentic, trustworthy, or genuine” and “undisputed credibility”. I like both definitions, particularly the latter.

Often when I’m working with sales people I am asked about what makes a perfect salesperson? Personally, I believe the perfect salesperson is someone who is simply being her or himself; of course someone utilizing basic sales skills and techniques, but someone who is ultimately and genuinely simply being themselves.

Is there anything more engaging than a human being who is free of contrived and cultivated images? Someone who simply ‘is’ indisputably credible.

You know the people I mean (we’ve all met them from time to time) we’re almost drawn to them – they’re unencumbered by self and as a result are free and confident.

Often the challenge most of us are faced with when trying to be genuine is that secretly we don’t truly like who we are so we think we need to create something else for the world to see – essentially we have a quiet crippling belief that we’re not good enough.

This problem is particularly apparent in the sales industry. How often I’ve witnessed a completely charming and engaging person physically, emotionally, and spiritually change what they emit when they switch to ‘selling mode’? How often have I done this myself? Trying to hide what I think are my foibles and defects of character because I personally don’t like or accept them?

Hiding who we are can be fraught with danger, particularly in when selling.

Human beings communicate on four levels – physical, spiritual, emotional, and intellectual. If at any time during a sales call (even over the telephone) we sense that something being emitted from another person is not quite right we will recoil – sometimes we won’t even be sure why? In any sales call this ‘retreat’ will result in the prospect saying “No” to you.

When was the last time you were absolutely genuine in front of a prospect or client? I mean candid, open, and indisputably credible? When was the last time you were indisputably genuine with anyone? The real question is do you desire to be? And how can this state of being be achieved? How can we change? What can we do? There are two things you can do immediately – today.

The first thing we need to do is get over ourselves – that’s right, let your imperfections and shortcomings go. As Popeye was famous for singing “I y’am what I y’am”, and the truth is, you are what you are and no manner of façade and practice will change (or hide) that.

The fact is the best way to accept yourself is to stop worrying about yourself in the first place, and start worrying about the people around you. Begin to be an agent of change and of service to others. If you start worrying about and working on how you can help someone else, you’ll have little time to be preoccupied with you.

Secondly, “to thine own self be true” because if you’re not (like me), you may discover that only pain and discomfort follow. I’m sure you’ve heard the expression “if it’s not quite true, then it’s completely false”. Right or wrong?

I’m asking about your core values and principles. Are you living, honouring, and protecting them? Do you even know what your values are? What are the things most important to you? Take some time and meditate honestly on the things in your life that are central to you. Is your life structured around what you cherish most?

In order to become a truly genuine and authentic person you need to spend time respecting and appreciating those values that are at the essence of you. Love? Wealth? Wisdom? Family? Relationships? Friends?

Discover (or re-discover) and identify what it is you appreciate most, and then bring into line your life so you can honour and respect those things. You will never become genuinely authentic until you do.

Are you living a life you chose, or a life chosen for you?

Sell without regret.

Michael Tate: Sales Director International – NRS Media 

A foundation employee during its initial five year start-up phase Michael Tate has returned to NRS Media after 15 years of working internationally to take up tenure as the company’s Sales Director in its International office.

Michael has a vast knowledge of effective media use, advertising and advertising sales management built over the last 25 years working with some of the world’s largest TV and radio groups.

He is a highly sought after key-note speaker and advertising sales trainer at major industry bodies like the Radio Advertising Bureau, the Texas Broadcasters Association, and the Oregon Association of Broadcasters. Tate has successfully worked with advertising sales managers, their staff and clients in 12 countries including the USA, UK, Canada, Ireland, Norway, Malaysia, Taiwan, Hong Kong, Philippines and Australia.

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