| We always aspire or model ourselves to be the best | | | | I would neither be able to assert myself in the sales |
| that we can be. But what if we don't like who we | | | | conversation, nor would I be able to lead the |
| are? Will 'just be yourself' be enough? | | | | prospect to a satisfactory outcome. |
| Charlie Jones produced an infamous answer - that's | | | | On the other hand if my more aggressive colleagues |
| the last thing you want to be, if you really are just | | | | did not soften their edges they would overpower |
| yourself, you'll end up without a friend in the world! | | | | and potentially intimidate the prospect, maybe even |
| As always the real answer is in the middle | | | | succeed in bullying then into a buying decision which |
| somewhere and could probably be best expressed in | | | | they would then cancel as soon as the salesperson |
| the phrase 'Be the best that You that you can be'. | | | | had left the room. |
| In teaching (and life in general!) it is very easy to look | | | | Establishing a creative and positive classroom |
| across at another 'successful' practitioner doing | | | | atmosphere is an integral to the successful outcome. |
| something or saying something that seems to work | | | | Clearly that is going to depend on the material being |
| brilliantly. When you attempt the same thing, it just | | | | taught and the expectation of the participants. |
| doesn't come out the same. This is why as a | | | | If you are delivering health and safety training which |
| communicator we always need to look at the | | | | can save lives and avoid serious injury, it's best to |
| fundamentals of the communication process, not | | | | adopt a positive and serious tone, whereas if you're |
| individual techniques. | | | | teaching creative skills, it's better perhaps to adopt a |
| When I first started in sales I remember it hitting | | | | lighter demeanour. |
| home. Being by nature a fairly quiet, vague and timid | | | | That is the easy bit! |
| soul, I found that I needed to assert myself in my | | | | More challenging, as a leader, is to have the honesty |
| attitude and dress to come across with any level of | | | | and perspective to work out how you need to adapt |
| credibility to a potential client, whereas naturally more | | | | your style to create the ideal environment. |
| assertive and out-going colleagues of mine tended to | | | | Clearly if you are naturally informal and easy going |
| dress down and try to soften their edges when they | | | | then 'being yourself' may not be the ideal approach |
| met their clients, for fear of being too overpowering. | | | | to issues of health and safety and important |
| The overriding assumption was to create a positive | | | | procedures. If you are too dominating and in control, |
| environment where the salesperson could | | | | that may not help create an atmosphere where |
| demonstrate control and integrity. The 'technique' of | | | | everyone shares as equals. |
| how to achieve that varies between types of people. | | | | A key consideration to a successful training result is |
| So Charlie Jones' observation would suggest that if I | | | | the ability to adapt your personality to the type of |
| go in with my natural easy-going, wishy-washy style, | | | | training and subject matter that you are delivering. |