Authenticity and Purpose in Sales

Let's connect with people as humans, not prospects

It is time to get back to the basics, whether you’re a sales professional, a Founder, or a sales leader.

I’m not talking about perfecting your mirroring techniques, role playing your pain questions, or switching sales methodologies. Instead of focusing on techniques, strategies and steps, let’s be more fascinated by the people we meet!

I’m a big fan of the John Barrows’ podcast “Make it Happen Mondays” (Founders, John’s content could be a great way for you to better understand your sales team) and absolutely loved his recent episode with Valerie Fridland, professor and PhD in the field of sociolinguistics. (To be fair, I’m a bit of a language nerd.)

Valerie studies naturally occurring alignment and she speaks about communication accommodation theory. She points out that we subconsciously lean into people when we are trying to connect with them in some way.

Authenticity is so important, but as soon as we try to apply strategies or steps - people tend to sound robotic and lose all personality. Instead of focusing on those steps, why not enter into each conversation by letting go of any preconceived notions you may have about your prospective customer(s), truly listening to them and responding in kind?

Approach each customer conversation with purpose rather than strategy. Think about the larger goal and open yourself up to each person. Feel connected! This may sound a bit squishy, but the science backs it up!

Let’s all spend a little more time being open and curious.

Check out this post and other resources like it directly on UpTempo’s website: https://www.uptempo.work/resources/authenticity-and-purpose-in-sales