OVERVIEW

Developing an Authentic Sales mindset is paramount to ensuring that an organisation is working with its values in a way that has integrity and honours its customers. Without Authentic Sales at the heart of how the value and purpose of products and services are communicated and ultimately delivered, the sustainability of the business will be drawn into question by its customers. Sustainability is about long term success, and this authenticity sits at the heart of any long term success.

This programme focuses on the importance of developing an Authentic Sales mindset as well as authentic behaviours when selling products or services. It focuses on the all-important factors, which will ensure that the alignment with personal values are paramount to sustaining the necessary energy and authentic communications for individuals, teams and across the organisation. Any sales person cannot sustainably continue marketing or selling if there is a conflict of alignment with personal and organisational values or behaviours.

Sales sit at the heart of any business as without sales we have no business activity. Sales also sits at the heart of public services or any charitable organisations as we need to sell our message, our values and beliefs in order to gain the essential and necessary trust and respect with all our stakeholders. The underpinning trust acts as the leverage to enabling a relationship to be developed. Even in large organisations, the customer will need to feel an alignment with values and beliefs in order to commit to buying anything, especially where options and choices are available to the customer.

We know that unless customers know that the quality can be assured, and they are receiving the products and services they were expecting; this can significantly impact on future sales. There are some people who work in sales who believe that authenticity in sales is not essential and they will put profit above the need for honesty and integrity. Research into the longevity of companies, large and small shows that as soon as customers feel cheated or they are not receiving the products or services that they were expecting, this will have a direct impact on sales into the long term.

Developing Values alignment and a helping / serving mindset

The greater the alignment between internal values and the messages that customers hear and receive, the greater the sustainability of the business and the potential for sales into the long term.

This programme will focus on ensuring that you have clarity on your intent, purpose, and motives; you need to explicitly understand the reasons you are selling. These factors are the deepest drivers of sales success. If we get these right, sales will escalate. New levels of energy, confidence, and professionalism flow through us when we are selling authentically and with purpose and alignment with our goals. We know that we are significantly stronger—physically, emotionally, and spiritually—when we see what we do as helping people, rather than selling things to them. As soon as we can genuinely go in to helping mode, we can see that we are delivering a support and a service which will genuinely help and support other people going forward. Creating a clear purpose, belief, or value sets salespeople free from low activities, or contact reluctance.

Current research is now proving that new levels of energy, confidence, and emotional motivation are released from within us when our intent is to create value for people. When we know that we can serve, it helps us to gain new motivation and purpose. David Hawkins, M.D., Ph.D., wrote, “The intent to serve others strongly activates the right brain chemistry and physiology. This alters perception and releases anabolic neurotransmitters and endorphins into the brain.”

Similarly, the role of Emotional Intelligence , Social Intelligence, the ability to plan and deliver as well as to remain motivated in developing and working towards one’s own goals are fundamental to the true development of an Authentic Sales skills and traits.

When we are selling authentically, we are purposefully and deliberately creating value with intent.