Jeff Kirchick on Authentic Selling in a world of Automation
Description
Jeff Kirchick is the VP of Sales at Able. He has not only led a YC startup to a triumphant exit but also excelled as a sought-after speaker, sales consultant, coach, and investor. With a passion for empowering individuals, Jeff is also the mastermind behind impactful online courses and the author of the enlightening book, "Authentic Selling: How to Use the Principles of Sales in Everyday Life."
Going forward, Jeff will host the Authentic Sales Leader Podcast.
This is an excerpt from his talk from Humantic AI's Masterclass series where Jeff discusses various topics including accountability, detachment, and vulnerability, and challenges the notion that the customer is always right.
Jeff Kirchick: On what it means to be Authentic
“The way that I'll define it here is to say to present an honest version of yourself. And the reason that I think those two are interchangeable is because you generally will present an honest version of yourself amongst people who you trust, which are often your close friends, family members, people that you have within your inner circle.”“Being good in sales is not about being liked. It's not about having fun with people. You have this idea that you're supposed to wine and dine with customers, and that that's what makes you a good salesperson. Or you need to be charismatic and outgoing. You need to tell funny jokes in the meeting. You need to be likable. And actually, it couldn't be further from the truth. And I'm not saying you should be unlikable, but certainly I would rather be unlikable and trustworthy than to be untrustworthy and likable.”
Jeff Kirchick: On how accountability and authenticity are interrelated
“I think accountability is really important because accountability is really another word for honesty. In a lot of ways, when we mess up at anything in our lives, we have an instinct to be inauthentic. And by inauthentic, I mean that we pretend that we didn't make a mistake. But taking accountability is actually the ultimate way to be authentic. It's a way of owning who you are. It's a way of owning the mistake you made. It's a way of showing the person that you'll be honest. Even in bad times, right? Not just in the good times. When you make mistakes, you will also be honest.”Jeff Kirchick: On why vulnerability is important in sales
“I think vulnerability is key, not just in sales, but also in leadership, hiring, job interviews, all sorts of things. If you can be vulnerable with people and you can be honest about things that are difficult to talk about, people will open up to you. They will naturally want to help you, and they will naturally gravitate towards you.”“So I encourage vulnerability. I encourage leaders to be honest about the things that they struggle with, with their team, not just sit up there and act like they're perfect and they're good at everything. You will garner much more respect and attention when people relate to you.”
Linkedin
https://www.linkedin.com/in/jeffkirchick/
Twitter
https://twitter.com/JeffreyKirchick?s=20
Check out his book
Authentic Selling: How to Use the Principles of Sales in Everyday Life
https://www.amazon.in/Authentic-Selling-Principles-Sales-Everyday/dp/1735956902
United States
