Sharing Your Authentic Self - The Insight Interviews

The third best practice of Iceberg Selling is to build rapport with customers, colleagues, or whoever you happen to be interacting with. While building rapport always includes showing authentic interest in the other person's "iceberg"—particularly the 90% that you can't see on the surface—it also includes sharing your iceberg with them, too.

Karl's interview on episode 181 of The Insight Interviews podcast, with Steve Scanlon, dives into the human qualities of iceberg selling. It particularly emphasizes the role of self-awareness in sales, explaining how understanding and addressing internal beliefs can drive significant improvements in performance.

Shifting the focus from closing a transaction to deep, authentic connections leads to greater sales success. And, as Karl and Steve discuss, truly connecting with others begins with knowing yourself.

One of the key takeaways from the podcast is how understanding the hidden psychological barriers that salespeople face can unlock new levels of success. Karl elaborates on the importance of embracing vulnerability in sales and how genuine human connections—rather than hard-selling tactics—can make all the difference.

Whether you're in leadership or are a front-line sales representative, these insights will help you approach your sales process with more clarity, confidence, and connection.

Karl and Steve also discuss how, for sales leaders, the iceberg selling approach provides a refreshing take on how to build a team that not only performs but thrives in a challenging environment. By shifting focus from sales quotas to personal growth and connection, sales organizations can foster a culture of sustainable revenue and growth.

Listen to it here or on your favorite podcast platform.