There are three different channels through which you make impressions upon customers with whom you come in contact:

1. PHYSICAL IMPRESSION – that which people gain through their eyes
2. MENTAL IMPRESSION – that which your strong personality makes on the minds of others without any effort
   on your part
3. CONSCIOUS IMPRESSION – that which you make by deliberately exercising certain acquired powers to influence in your favor customers with whom you come in contact

Today I will talk about sincerity as a part of point number 2 – mental impression, one which your strong personality makes on the other person’s mind without any conscious effort on your part.

Mental impression is developed by your mind qualities:

• Fearlessness
• Self-confidence
• Ambition
• Willpower
• Concentration
• Sincerity

So, what is Sincerity?

Birds of the same feather flock together. The person who goes through the world with a flippant, thoughtless attitude finds that others with the same attitude. You can’t talk insincerely and convey an impression of sincerity. And that is just about the whole philosophy of sincerity.

What is it anyway? Just honesty, and earnestly, and a deep-rooted, unshakable belief, all rolled into one. And when you’ve got it in you, the prospective buyer can’t help but feel it. If you expect to be believed, you have to believe yourself, be sincere.

Sincerity isn’t a tone of voice, a firm handshake or a look in the eyes. It goes beyond that: from top to bottom you’ve got to feel it yourself in order to get it across to others.

And sincerity, first of all, has got to last. In the regard, shortcuts from the straight road in selling and in business generally are always longer than the traveled path. An unfair deal – an insincere attitude – are sure to be discovered in the end; the wrong end.

You simply can’t avoid responsibility for your actions and your words when you are contacting your prospects for the first time, or when you are presenting your (tailored) solution to your customers. Not as a question of ethics or morals, but as a result of the plain, ordinary, everyday variety of that uncommon trait called common sense.

Making your way the sincere way will pay.

To impress people with your sincerity, be sincere in selling.

(Much more about other mind qualities you can find in my e-book “Crucial Points to Succeed in Sales”.)