Play #009 Selling More Authentically

Welcome to the Play #009 of the Founders GTM Playbook Newsletter. Each week I will bring you one GTM play that is tested through scaling multiple 7-figure B2B businesses that you can put into action to scale your business.

In Today's issue, I want to talk about something that is relevant for founders, sales leaders, and sellers. Sales can be a tough gig when you are not being yourself. It will catch up to you and will lead to burnout. This is common for new sellers and even new sales leaders as well. There are some practical things you can do to sell more authentically, minimize stress and win more deals.

1. It's Okay To Be Vulnerable

When engaged in a sales cycle there is often a lot of moving parts and sellers are required to do a lot so it's not uncommon to drop the ball or make a mistake. Of course, we would love to be perfect all of the time but that's unrealistic. The important thing is when you drop the ball or make a mistake is to address it head-on. This can be hard but it will earn the trust and respect of your prospect and shows a level of confidence.

2. Don't Be Sleazy

I'm sure at some point you have experienced bad selling or maybe you're like me and were once a commission breath seller that treated every prospect like a transaction. You need to have a level of self-awareness that puts this in check because commission breath is something that can sneak back up on you. And if it does you'll find yourself just like the used car salesman in the cheap suit peddling lemons for high profits to people with bad credit. The key is to always do what is right and best for your prospects even if that means not selling them something.

3. Sell To The Person NOT The Persona

This one can be tricky especially when all the sales training, scripts, and email templates are hand fed to sellers based on buyer personas. News flash every person has a different personality type and communication style preference. You can be far more effective when you cater to the person in your approach instead of generically selling a persona. You can study DISC selling and human psychology to master this or you can use a tool like Humantic AI

To sum things up, the most elite sellers understand the importance of selling more authentically so if you want to join that club it's something you will always be working on.

See you again next week

-Collin Mitchell