Can you imagine doing a job everyday where you cannot be yourself? I am not referring to acting—I’m talking about going to work and assuming the mantle of someone who is different than you are in real life.
Within the last few months, I had the opportunity to work with a rep who became someone quite different when he was selling. After he picked me up at the hotel, we had the opportunity to talk and interact while we were driving to visit his first customer. After being ushered into his customer’s office, this sales rep started telling jokes and acting like a different person than he appeared to be in the car.
After 2 sales calls that followed this pattern, I asked Tim why he seemed so different in the car versus when he was talking to his customers. You may be surprised at his reply. It seems that he was new to sales and that his sales trainer was very successful and he learned how to interact with customers by imitating the approach of his trainer. He not only adopted his approach but his whole personality. That led to a more in-depth discussion about selling and what drives success. After our discussion, Tim came to the conclusion that he would be happier in his chosen career field if he felt he could be himself with his customers.
For the rest of the day, Tim let his personality shine through with his sales interactions. He continued to do this for the past few weeks. I just received an update from him. He says he is less tense and more relaxed in his approach. His customers have commented on how he has changed—and say that they enjoy this new “Tim” more than the former one. And he has been selling more too. It seems that people relate better to someone who is genuine.
It is hard for me to imagine having to play a role everyday when you go to work. Each of us has talents that we should nurture. We need to be true to ourselves. Remember, there is greatness in you. Don’t hide that that makes you unique. Capitalize on it and do your best whatever your profession is. That’s the way to find true happiness and success.
