Several winters ago I was getting fitted for my week’s ski rentals in Tahoe City. A very energetic and sharp young man was helping me. He asked what I did for a living, and I answered with the standard: “I help security companies improve their sales performance through optimizing their sales processes and training their sales people.” He then asked me a question I rarely get from other sales professionals: “What’s the most important thing in selling?” He listened. He was actually interested – he really cared. Whenever I see a 19-year-old who is interested in my input, I consider the response carefully.
My answer? Maybe it was the ski bum atmosphere or the sincerity of this kid, but I gave a surprising answer that I believe is the right answer. The most important factor in sales is to be yourself… just be real. It’s that simple.
So, do you want to make a positive first impression? (You better, or you need to find another profession.) If so, you have to be real. Regardless of the scenario – first sales call, unexpected meeting in a lobby, or presentation to a large audience – the sales professional who let’s down their guard and presents their raw self will always win.
