Rotman's Sales Club (Extract 07)



Don’t copy anyone, be the original you.

So many times in my career I said what I thought I should say or what I thought people wanted to hear. I wanted to do the right thing, say the right thing, be seen as smart and I wanted to be liked. Unfortunately, that is the behaviour that had me burn out and get sick. I was being inauthentic.

I’ve learned that being great in business, either in sales or leadership has more to do with listening to my intuition and using my voice, speaking up and saying what is really there for me. That is being authentic. Offering my point of view, which was different than everyone else’s, was the value I had to offer, it was my point of differentiation and my contribution!

I had to get out of the textbook and get into my heart. I started to name the feelings in the energetic space between my client and me. Once I got really good at reading the energy and the dynamics going on in the conversation I started creating deep human-to-human connections and was able to build trust and relationships that was unmatched by my competition.

Here’s a snap shot from my workshop with Rotman School of Business where I share my insights on the value of listening to your intuition, calling out the emotions and feelings in the conversation. It is this emotional intelligence that will make your competition irrelevant, something most of us don’t focus on.

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