We are all human. We all behave according to some psychological theory or cause and effect relationship in our personal lives. These same influences are carried over to our professional lives. Many people speak about business issues, sales, management styles, decision-making, and other business-related topics in isolation. The reality is, we are who we are and no matter how we try to disguise our true self to the betterment of our occupation, at some point, the real you is going to show through and if you are not being authentic in your professional life, this incongruous behavior will be noticed.

So what is your best chance of being perceived as real? Be real!  Be yourself. If there are improvements to be made in your professional life – which I am sure there will be because everyone can use improvement in some area (some more than others); make those improvements in your personal life by way of personal growth. Your journey towards becoming a better person will naturally carry over to your professional life. This concept is demonstrated in many personal coaching programs.

Being congruent is especially important in fields such as sales where what you are, what you say, how you say it, and what you look like are of vital importance. If you are telling a prospect how your product or service can help them solve a problem and you are dressed in an unprofessional outfit, your speech will more than likely not be as effective as if you were dressed more appropriately. If you are speaking with a prospect but your heart isn't really in it and you have a sour expression on your face, what you look like will not be congruent with what you are saying and your message will be lost.

Paul Castain is a sales guru. He is a genuine, down-to-earth, direct, insightful, and funny sales professional. He offers valuable advice and real-life witty examples of how to be the best sales person you can be. In his post and podcast The 6 Judgments of Rapport! Paul clearly and cleverly talks about how to be genuine in the rapport you are trying to create with your potential customers. He talks about trying to establish rapport with a prospect by making lame comments about photos on the person's desk as a poor attempt at establishing a true connection. What if the office you are sitting in doesn't actually belong to the person you are speaking with? It is not uncommon for professionals and even physicians to meet in an office that is not their own. Read Paul's blog and listen to his podcast. You will not disappointed.

As a small business owner, you want to display the best possible "you" to both your current and potential customers or clients. Your number one priority is to increase your bottom line and learning to become a better person which will naturally make you a better sales person is a step in the right direction

"A man should not strive to eliminate his complexes but to get into accord with them: they are legitimately what directs his conduct in the world." – Sigmund Freud