2533Get Ahead by Being Yourself
 
I know how much of a difference it will make in your work and life. Instead of being aggressive, you really can be helpful. You can be forthright, honest, authentic, and — yes, even nice — and come out well ahead of where you’d be if you were using those old techniques. You can really focus on discovering whether there’s a fit, and be far more successful than when you try to persuade or maneuver someone into buying something. In other words, you can be yourself.

When you’re simply being real and not acting, you might feel a bit uncertain. It’s like playing hockey — when you suddenly stop being aggressive, there’s a sense of impending doom. But when you step outside the game entirely, you’re not in any danger.

And prospects don’t feel any danger, either. They don’t have to be on the defensive. They can be honest about whether they’re available to talk, or if they’re interested in your product. They’ll feel okay talking at length with you if they’re pretty sure they’re not going to be sandbagged by sales techniques. They’ll share their truth more readily, hear you out, and be clearer about where they stand, so you know whether there’s any real possibility for a client relationship.

Games Are for Players, Life Is for Real

It’s a good way to do business. Games are for players. Life is for real, and your work — any work — should be a part of your real life. You don’t have to give up anything for that to happen. In fact, you’ll be even more successful without it.

I named my program Unlock The Game because that’s what I really want to do. I want to unlock the game of sales and help you completely shed the pain, anxiety, and apprehension that people who sell face all the time.

One day, when I was slogging away in the sales trenches, I told myself that I simply didn’t want to work like that any longer. Instead of giving up and quitting, I figured out a different way. I discovered that just talking with people in a friendly, ordinary fashion resulted in very different responses. Prospects didn’t cut me off or lie to me or hang up on me any more. I realized that by giving up all that old stuff, I was becoming more successful than I had been before.

It was a long journey for me, and it was built on actual experience, not theory. The process of creating Unlock The Game was about identifying why and how it was working so well, and then breaking it down for others. I know it works because I created it and tried it without having any idea that it would work. And to be honest, it kind of surprised me that it works so incredibly well.

So remember this — if you truly are uncomfortable with the notion of having to sell, it’s not your fault. It’s the fault of the beliefs we’ve been taught about how we’re supposed to be in a selling environment.

In your business life, it’ll always be about how you’re selling, and not what you’re selling. The more you shed your “salesperson” role, the more you become you. And oddly enough, the more sales come your way.

To your success,