The Value Of Being Authentic When Social Selling

In this episode of The Social Selling Show, Daniel and Will dissect authenticity and value in the context of B2B sales and social selling. Resources:  Daniel’s LinkedIn Will’s LinkedIn Transcript Will Barron: This episode of the show is brought you from the salesman.org HubSpot Studio. Welcome to the Social Selling Show with myself, Will Barron, founder of salesman.org and the king of social selling, Daniel Disney. Daniel, how's it going mate?   Daniel Disney: Will, I am good and excited to be back. I think today's topic that we're going to be digging into is one that everyone thinks about and I think everyone has the same question, so hopefully today, we will be sharing the answers.   Daniel’s Definition of Authenticity and Value in the Context of B2B Sales · [00:39]   Will Barron: For sure. So, today's a double whammy, but they both fit together perfectly. We're going to be answering the question, what does authenticity and what does value actually mean and especially within the context of I guess, B2B sales and social selling as well. So, I've got a few definitions here, Daniel. I don't want to put you on the spot too much, but do you have a definition of authenticity and do you have a definition of what value is in the context of our conversation today?   “Being authentic means, in my interpretation, being you and being genuine. So, just to put it in context, when a salesperson is only trying to get a sale, that's not them being authentic, they're trying to achieve something else and so there's that ulterior motive. Whereas being authentic means you genuinely want to help, you have a passion about what you do and you are being yourself, not trying to be someone else.” – Daniel Disney · [01:00]    Daniel Disney: Yeah. I mean, I have a definition in terms of the way it should be interpreted and applied, not necessarily a dictionary definition, that may be slightly different. I mean, just to lay it out nice and clear now, authenticity, being authentic, it means in my interpretation, being you and being genuine. So, just to put it in context, when a salesperson is only trying to get a sale, that's not them being authentic, they're trying to achieve something else and so there's that ulterior motive, whereas being authentic is you genuinely want to help, you have a passion about what you do and you are being yourself, not trying to be someone else. Then value, in the world of social selling, is giving or sharing something that is genuinely relevant and valuable to the other person. Again, not me trying to sell or promote something, but actually here is a piece of content, here is a message that is more about you than it is about me.   Will Barron: I'm going to push back on you, just slightly here Daniel, from a good-hearted place of … I'll give you an example. I had a call, what are day we on? Wednesday, two days ago, it was Monday afternoon. It's an enterprise organisation, they want get on the Selling Made Simple Academy programme. Basically they want to buy a tonne of seats, so it's a big deal for me, for them to get on there. When we talk about being authentic, I authentically think it's the correct thing for them to do to invest their money with us. So, I was pushing, and for context, this is a VP of sales in a high growth tech company. So, he's naturally, you probably can imagine the stereotype, assertive almost, even aggressive, pushing for discounts, trying to get a deal, going back and forth. My authentic self is, “Hey, let's have a play with this dude. Let's go back and forth. Let's have a laugh and really push the product back on him.”   Why Authenticity Doesn't Mean Weakness · [03:09]  ...