Unveiling Imposter Syndrome: Navigating Likeability and Credibility in Sales

Imposter Syndrome anyone? It's a phrase that has been thrown around a lot over the past few years. Most of us say - meh - not me...until you get that nagging feeling - IT IS ME!

Let's go on a journey to not only understand Imposter Syndrome better but also equip ourselves with actionable strategies to conquer its grip and enhance our performance in sales.

Imposter Syndrome Defined: What's in a Name?

What the heck is Imposter Syndrome and do I (you) suffer from it too? It's that nagging feeling of self-doubt and inadequacy, despite evident accomplishments and skills. The tendency to believe that we're frauds, merely "faking it," and fearing that sooner or later, everyone will discover the truth. Sound familiar?

I read a study a while back that said 42% of women surveyed said that they would rather clean than talk about themselves. Hello Imposter Syndrome?

Exploring Imposter Syndrome in the World of Sales

So, how does Imposter Syndrome manifest itself in sales? Here are 8 ways:

1. Self-Doubt in Discovery: Salespeople with Imposter Syndrome might second-guess their abilities to deliver a consultative discovery process. Booked a call with the C-Suite? That dread rears it's ugly head and you start to second guess that they know more than you, or that you can't possibly bring something to the table.
2. Fear of Rejection: Imposter Syndrome can intensify the fear of rejection. Salespeople might internalize each rejection as a confirmation of their perceived inadequacy, leading to a negative cycle of self-doubt. (Really, this probably means you are focusing on likeability vs. your credibility - more on that in a bit)
3. Constant Need for Validation: Sales professionals affected by Imposter Syndrome may seek validation excessively, relying on positive feedback from clients or supervisors to validate their worth. This is especially critical for this IN and active sales role as it can elevate if you do not have any call coaching software nor steady 1:1 feedback.
4. Comparing to Others: The tendency to compare oneself to colleagues who seem more successful can be amplified by Imposter Syndrome. This can create a sense of inadequacy, even when there's no objective basis for such comparisons.
5. Avoiding Visibility: Some sales professionals might shy away from high-profile opportunities, presentations, or networking events due to a fear of being "found out" or judged negatively. Imagine walking up to a C Suite member at a networking event and Imposter Syndrome taking over because you feel as if they will not like you and that you do not have any credibility.
6. Downplaying Achievements: When sharing successes, individuals with Imposter Syndrome may downplay their achievements, attributing them to external factors or luck.
7. Hesitance to Seek Help: Those experiencing Imposter Syndrome might hesitate to ask for help or advice from leadership as they fear revealing their perceived lack of knowledge or expertise.

Each one of these topics above could be a whole session.

Below, we are going to focus on killing that self-doubt during discovery

Navigating the Waters: Likeability vs. Credibility

When we look at Imposter Syndrome through a Gap Selling lens and how it relates to the discovery environment. We dispel the myth that all salespeople need to be liked in order for a sale to go through. This is just not the case.

In fact, a study of 35k salespeople found that top performers do not seek to be liked. This wasn't a measure of how likable the salespeople are naturally, it's related to whether or not the top performers pursued being liked during the sale.

Most sales interactions fall within the neutral zone, which is 95.44%. This means that just shy of 100% of the time, you fall into the neutral zone during the sales process. The buyer doesn't like you and they don't dislike you.

STOP TRYING TO BE LIKED AND KILL THAT IMPOSTER.

So how does credibility fall into this?

The foundation lies in not robbing your credibility to focus on likeability!

Most salespeople will spend a good portion of discovery calls shooting the sh*t or with small talk. You KILL your credibility when you focus solely on likeability.

You may be thinking - but who am I to question how a CFO, CEO, COO, or VP conducts their business? They are the expert on x. Yes, that is right - they are the expert at their craft, but you are an expert at yours.

You know what business problems you solve, how it may impact their company and others just like them and what those technical or too causes are. If THEY know, they would fix it themselves!

The best way for you and your sales team to kick that Imposter Syndrome to the curb during discovery is to lean in to credibility. When that credibility bank is full, it is easy to make withdrawals and not have to resort to likeability.

Filling Your Credibility Tank:

Stay tuned for next week's article on the four ways to build credibility for you and your team prior to conducting discovery calls.

Until next time....

Also - if you are seeing this prior to 1pm on 8/31/23 - jump over HERE to sign up for a webinar on this same topic called: Imposter Syndrome's Nemesis: A Gap Selling Approach to Unshakeable Sales Confidence