Merriam-Webster’s word of the year in 2006 was “truthiness”. “Truthiness” was coined by comedian Stephen Colbert. It refers to “truth that comes from the gut, not books”.

What is your truthiness? The more appropriate question when selling your product is, “What is the truthiness of your customer”? I suspect Colbert wasn’t thinking about sales when he invented the word. However, let’s take a gander at what your sales “truthiness” means in your personal and professional life.

• Passion. Your customer wants to see passion in your eyes. They want to see passion in your demeanor. They want to feel like your shorts are on fire for them. There is no book on the planet that can solidify a lasting and genuine sense of passion in your soul. It resonates from your inner most heart of hearts. Are you genuinely excited about the opportunity to offer your product to the world? Do you get all jittery when you contemplate what you do for a living? If you aren’t passionate about your product, find another job. That is “truthiness”.
• Helpfulness. You can read all of the customer service books, all of the management books and all of the how-to sales books. None of them will tell you how to be truly helpful to your customers. I am not talking about helping a little old lady across the street helpfulness. I mean the sort of helpfulness that causes you to get creative with your customers, to do that extra thing that no one expects. It is the kind of helpfulness that makes your customers’ eyes pop out with admiration. Their mouth drops open with amazement. They are speechless (that is until they go to a party and tell all of their friends). This sort of helpfulness comes from the heart and is borne from a true respect and reverence for your fellow human. You won’t find any bullet points in a book that will instill that level of veneration. That is “truthiness”.
• Resourcefulness. Are you willing to bend or break a few rules to serve your customer? Your “truthiness” directs you to know when to sell outside of the box to serve your customers. Your gut will tell you when to go above and beyond the call of duty to find the answers, the solutions, the results for your customer. It is rare that a customer will expect you to know everything there is to know about your product. There is just too much information out there. They will, however, expect you to know where to find the answers. Beat them to the punch with your “truthiness”. This too, speaks of your passion for your customer.
• Authenticity. When your customer hears you speak, watches you demonstrate your product, or observes you in your sales environment, they are looking for one thing …authenticity. The irony is they don’t even know this is what they are observing…until it doesn’t happen. Your genuineness and candor with them can be truly refreshing. Once your customer wraps their brain around your authenticity, your sales process will be smoother sailing. The information you give them will be taken in by receptive ears. Your believability skyrockets. Objections vanish. Upgrades and option-selling occurs. Everything in your sales process revolves around your ability to demonstrate your authenticity. Authenticity comes from the gut, much like “truthiness”.

I am reasonably certain that Stephen Colbert didn’t mean all of this. However, in the spirit of “truthiness”, my gut tells me this is the real truth of sales success. Your sales “truthiness” will give you a sense of peace, balance and prosperity for 2008…and beyond.

Until we have the joy to meet in person….Onward With Your “Truthiness”.

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© 2008 Paul Montelongo, Paul Montelongo International
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Paul Montelongo is an international authority on sales motivation. He conducts corporate sales training programs, delivers inspirational keynote addresses and offers retreats for sales and management teams worldwide. Get free weekly electronic tips and learn more about Paul and his resources for sales professionals, at www.PaulMontelongo.com.