When Mark refers to the importance of sometimes being “inauthentic”, what he’s really talking about is the importance of sometimes overcoming our natural instincts or automatic behaviours, and pushing ourselves to do or say something that we ordinarily wouldn’t. Think about your own personality, and about your own behavioural tendencies. Write a paragraph about a tendency or characteristic that you have that may NOT serve you well in a professional selling or business setting. Explain 1) what the tendency is, 2) how it could be to your detriment in a professional selling or business setting, 3) how you might adjust it (or act inauthentically) and 4) the positive result that you may get from making the adjustment.
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