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A Summary of

Drop the poker face: Why salespeople need to embrace authenticity

by
Pete Prowitt
Intercom
View original

For salespeople, being transparent and authentic is more important than ever

  • Historically, salespeople controlled the flow of information.
  • This information disparity gave them increased control and leverage in deals.

Today the buyer-seller dynamic has changed drastically

  1. Software buyers are more educated
  2. Software is easier to replace
  3. With the subscription model, buyers are not locked into long term purchases 
  4. There is more competition and more choice for software buyers 
  5. Products like AWS have reduced barriers to entry  

Salespeople add value through authenticity

  • Crucial element to building trust with the buyer 
  • Best way to sell authentically is by acknowledging your own limitations  
  • Be able to admit when you don’t have all the answers 

How to bring authenticity to the sales floor

  • Embrace a culture of transparency from the top down 
  • Deliver value to buyers first, then sell the product 
  • Articulate the business impact that your product will drive 
  • Acknowledge your product’s strengths and gaps 
  • Educate your buyers about the broader market in their terms 
  • Show your hand early and often 
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