What I mean by this is that you have a gut feeling or intuition that something about that person is not quite right.
Usually, it’s not because they are dishonest or have something to hide.
But if they are a salesperson or leader, it will cost them in the long run, because they won’t be taking as many people with them as maybe they could have done.
If this resonates with you, then what you’re experiencing from this person is very likely to be a lack of authenticity.
Conversely, think about experiences you’ve had with good leaders you have worked for or a sales person you really ‘bought’ – it’s probably because they were authentic.
What I mean by authenticity is that what this person is about, and the values they stand for, are aligned to not just their behaviours but also subtle clues like their body language and voice intonation.
Authenticity engenders trust and engagement and, after all, that’s what every sales person is after from their customers.
Why is it sometimes people aren’t fully authentic then?
Well, it can be caused by a number of reasons. Often with sales people it’s simply because they are eager to win the approval of their customer and try to overcome their own perceived short comings.
Think of Del Boy Trotter in the ’80s, suited and booted, wearing red braces, a striped shirt, clutching his Filofax in one hand and his brick-sized mobile phone in the other.
It’s the way he wants to be perceived by others because he feels he won’t be accepted for what he is and yet we’re all laughing at him because of his incongruity.
What can we do to be more authentic? Well, here are some simple tips:
• Disclose more information about yourself (don’t be afraid to show vulnerability).
• Be aware of your weaknesses and accept them.
• Say and do what’s right for ‘you’ not because you think it will please others.
By making sure your actions are aligned to your own set of values, you won’t be kidding yourself and you’ll hopefully find more people will buy you and your messages.
Peter Welch is head of sales and distribution at Bridgewater Equity Release
