If there are two versions of you, the salesperson and the civilian, people will see you as disingenuous. There must be only one you!
Relate to people exactly as you are. Imperfections are not seen as reasons not to do business with you. Just the opposite: your willingness to be transparent is seen as proof that you are the genuine article – a trustworthy individual who someone can reliably do business with.
Tell your clients and prospects what they don't want to hear when you believe that the painful medicine will be in their best interests. They may be upset with the messenger in the moment of truth, but you will stand out from the yes-men when the dust clears.
Sell yourself before you enter an initial meeting. By establishing your credentials in advance, you change the entire dynamic of the meeting. You're not simply another salesperson, you’re a force to be reckoned with!
Remind yourself that prospects need you even more than you need them. They are the ones with the needs. You are the one with the solutions.
Extracted from an article by Barry Farber; oringinally published on Entrepreneur.com
