Genuine or Just Technique

(There will be an article on Tuesday and another article on Friday.)

One of the reasons that Sales has a poor reputation is that salespeople tend to focus on technique.

Now there is a place for Sales Technique and I am NOT denying its legitimacy. The problem is that too often it is a fake. When it is polishing that which is real, technique can make it happen and it can build relationships.

But beneath the surface, it needs to be real.

Mark Tewart teaches the technique of being "giving" if this springs forth from being a genuine caring person it is a great technique. However, notice that when Mr. Tewart gives an anecdote regarding a store where he did a book signing that he indicates that what impressed him was the AUTHENTICITY of those who were involved.

The article is entitled "You Have To Give To Get."