Know Who YOU Are.
In selling, being real—or authentic—is the notion that the way you represent yourself, your company, your product or service is true, factual, and genuine. You’re actually who you say you are. You’re not putting on a false front, misrepresenting yourself, or purposefully pretending to be something that you’re not.
When Andrew Corbus and I sat down to talk about writing our first published book, Reality Sells (www.realitysells.com), we wanted to change people’s consciousness about the topic of authenticity in business. We convinced many readers that some people in business really don’t know who they are, what they stand for, what their best qualities are, or what their customers really like about them.
While that may sound crazy, it’s important to understand that many business owners—and salespeople—believe that they must be what the customer expects them to be in order to succeed. We found that the exact opposite is true. Those who do know who they are—and aren’t afraid to honestly express and use their unique qualities—are the ones who are the most successful and who become the dominant long-term players in their industry.
