The Key to Authentic Selling with Jeff Davis #207

In this episode we meet long time Sales Babble listener Jeff Davis and author of the new book The Power of Authentic Leadership. Jeff and I discuss the importance of sellers embracing a leadership role, and apply their personal value system to build trust in prospective clients. Jeff gives the key to authentic selling with a 3 step process for authentic leadership.

Sales Credibility

Every day sales professionals put themselves and their products and services into the world. Success is dependent on effectively connecting with prospects. To do that you must have absolute buy-in to what you're selling. People sabotage themselves by not fulling committing to the product/service. Customers can read that and not trust.

Three Step Authentic Selling Process

The key to authentic selling is knowing yourself, your product and aligning the two when selling:

1. Know your personal VALUES – it's not what you know, it's what you apply
2. Make sure your VALUES are applied to what your SELLING (solving a need, providing a genuine solution).
3. Make sure the two values align. This builds trust.

Example: Let's say you have a personal value of "integrity". When you're qualifying clients and identifying needs, leverage that value. With integrity, you will naturally focus on benefits (that add value to the prospect) vs features that tend to cater to the sellers ego. Place the customer first and tip the odds to your favor.

Common Values of Leaders

Leaders commonly exhibit the following characteristics:

• Integrity
• No hidden agenda (higher than making money)
  • Serving Others
  • Having the best interest of others
• Have a personal vision for them in the world, apply their values within that vision
• Take Initiative ( fully take responsible)
• Serve and protect their employees ( fire bad clients who abuse their company/staff)

The key to authentic selling is to take the leadership role and serve your customers.

Take Action Plan

Get out and meet prospects and clients face to face. Don't over rely on marketing, email, social media and phone calls.

How to Find Jeff Davis

Website: http://jeffdspeaks.com/

• Twitter: https://twitter.com/JeffDavis027
• Facebook: https://www.facebook.com/authorjeffdavis/
• LinkedIn: https://www.linkedin.com/in/speakerjeffdavis/
• Instagram: https://www.instagram.com/jld016/

Jeff has kindly offered Sales Babble listeners a free PDF copy of my bestselling book, The Power of Authentic Leadership. Send an email to his Executive Assistant Meg [email protected]

Selling Mindset

Here are past mindset episodes with terrific advice you can apply today!

• The Purpose of Sales with May McCarthy #203
• Time To Sell Mindset with Chris Spurvey #202
• Three Step Process to Narrow Your Sales Focus #201
• Why Commissioned-Based Sales Plans Fail to Work with Justin Clark
• How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192
• Phiology: Secret Code of Leadership David Eisley #189
• Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187
• How to Pitch Shark Tank with Michelle Weinstein #184
• How to be a Sales Sherpa with the Hyperconnected David Fisher
• The Art of the Help with Larry Levine #182

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