When we think about what we know about selling from the past, for some of us the image of the stereotype pushy salesperson comes to mind. The first thought many of us have is someone is trying to get me to buy something.

None of us likes the experience of "being sold." We become distrustful and will quickly say, "I'm not interested." Do you have to be like all those images we have of pushy salespeople? No. We all have different selling styles.

Have you ever watched individuals speak and you found yourself listening to every word they said? You didn't know the individuals, but there was something about them that drew you to them. It happened because they were being genuine and real. They were being themselves.

Being successful in sales doesn't come from being slick or pushy, or copying someone else's selling style. That never works because people can sense you're not yourself. The key is to understand who you are and be yourself.

Sales success begins with being who you are. It's really is as simple as that. The prospect will come to you because they're attracted to your authenticity. When you're being real, your honesty and trust shines through, and people are drawn to you.

Let's start to define what selling really is. Once you begin to uncover your own authentic selling style, you'll start closing more business faster and with ease. Here are 9 ways to get you started:

• Selling is no longer being the slick, aggressive, and pushy salesperson.

• Selling is being more interested in the prospect than in what you have to say.

• Selling is creating a trusting and honest relationship with the prospect.

• Selling is being a keen listener and listening for what's most important to the prospect.

• Selling is thinking of ways of helping the prospect.

• Selling is going the extra mile and doing the unexpected for the prospect.

• Selling is showing you genuinely want to help them get to where they want to go.

• Selling is making yourself easily accessible to your clients either by phone or email.

• Selling is being yourself. Remember, you are unique and special so let that shine through!

ASSIGNMENT

• On a piece of paper, continue to add to the list and write other ways to show your authentic selling style. Let your thoughts run free. Remember the key to successful selling is being yourself.

• Each week take on (1) new way of authentically selling and begin practicing it with a client or prospect.

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