“Be yourself. But be your BEST self.”

During intermission at a recent sales seminar, a student walked up to me and said, “You mentioned customers need to feel that we care about them. But what if deep down I really don’t care about them. I don’t want to be fake.” After spitting up my Diet Coke while wondering if he was kidding, I realized he was not. My response was, “You have two options. Option one is to be true to yourself and find a profession that doesn’t require you to give a damn about others (no clue what profession that might be). Or option two…FAKE IT!”

Of course in communication, it is always best to be yourself…but by adapting you can be an even better version of yourself. In other words, it’s okay to be introverted in sales if that’s who you are. But if you being an introvert means you never make a cold call, then your current “authenticity” isn’t helping you. Same goes for you, Mr. “Never Shuts Up.” If this current authentic YOU means you are the life of the party but haven’t asked a customer, colleague or family member a meaningful question (and listened) in 18 months, then the “real” you isn’t cutting it. There needs to be a fresher version of the “authentic you.”

In short, the person you are now should NOT be the same person you will be next week, next year, or next decade. Replace the words, “This is just who I am,” with the words, “This is who I will be.”  One says contentment; the other says movement. Movement will allow you to be your BEST self.

Sales Coach and Business Consultant Brian Sullivan,CSP is the author of the book, 20 Days to the TOP- How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less. Sign up for his free 7 Part Video Series on Sales and Negotiations at www.preciseselling.com.