"Authenticity is the alignment of head, mouth, heart, and feet - thinking, saying, feeling, and doing the same thing - consistently. This builds trust, and followers love leaders they can trust." - Lance Secretan
In business there is often the danger of losing yourself in the pursuit of being the "professional" you may believe others want you to be. I noticed this with a friend of mine this week. This can happen in meetings with senior people, around your peers or client conversations. We put on the persona of ‘Professional Man or Woman’.The reality is we are selling ourselves short if we believe we have to be someone else but ourselves.
I call this ‘selling out’
Selling out is not necessarily doing something wrong but projecting something false based on behaving like what we think someone else wants us to. E.g. when we do things out of a place of approval and acceptance we run the risk of the vicious cycle of ‘selling out’ and not living out of our own sense of self.
Selling in is reminding ourselves of the intrinsic value and contribution we can bring to the world, our business and clients. When we do this we can tap into a deeper level of confidence and assurance of who we are and why we show up. In another sense selling in is all about authenticity.
In sales and developing client relationships, authenticity is essential. It’s one of the key attributes connected to high levels of trust and likability.
How can we stay uniquely authentic without selling out under the pressure of results while still delivering results that matter? I’d like to share 3 ideas that may stir thinking over the weekend in how we can developing the skill of selling in.
- Get to know who you are. Use a behavioural styles tool like DISC, Myres Briggs or other. This will help you to understand your unique strengths, improvement areas and how you might communicate better and build greater relationships with others.
- Know your values. What is it you stand for and might drive your thinking or behaviour. Are they values you want or are there others you recognise that need to be more intentionally developed?
- Practice doing the hard right over the easy wrong. Isn’t it really easy to cut corners and tell lies in business? I’m not blameless in this. This one phrase has transformed every interaction I have (I can thank Crag Groeschel). For you and me. What is the hard right thing to do vs the easy wrong thing? If we can exercise the muscle of courage in business we’ll always be selling in the value of who we want to be and not what others want us to do.
What are your thoughts about my take on ‘Selling out vs Selling in’
Let me know if anything has resonated with you
Have a great weekend