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This week Aussie model and aspiring social worker, Jesinta Campbell was decorated with the second runners-up sash in the prestigious Miss Universe pageant.
She also won the award for ‘Miss Congeniality’ for her sense of humour and warm personality. Good on her! I’ll admit, when I heard Jesinta had been recognised for her personality; I was more impressed by that, than her third place in the pageant. The fact her personality shone so brightly, in my mind, makes her more attractive and more interesting.
In “sales”, all things being equal—personality wins! To stand out in a cold, crowded and competitive market you can differentiate by showing your personality and inviting your customers in, rather than telling them what door they should walk through. In the process you offer contrast that gives them choice—either the same or you?








Telling is not selling, because the conversation only flows one way — from your lips into the other person’s ear and out the other. Telling fails to provide your customer with an opportunity to buy-in to the conversation.
The short answer is, no. However, my experience suggests the better you get along with your customers, the more meaningful the relationship becomes.
Last week I flew from Melbourne to Sydney to conduct a two-day, 60 salesperson sales training session for a large kitchen and electrical ware supplier.
Its fare to say that I’ve been around the sales-block a time or two, or maybe three but who’s counting?
If your salespeople are complaining about clients, this is a serious symptom of a larger problem: the negative conversations are being reciprocated on the client side.