Authenticity

Start every selling relationship by being yourself. Every customer does an initial individual evaluation before deciding to do business with you. That’s the way relationships work. You’d be surprised by the number of salespeople who are not aware of this. You’d also be surprised at how many salespeople don’t have a clue about who they really are. If you truly do not know yourself, how can you possibly expect others to recognize you?

– Contributed by Jeff Costello