It represents the tendency to provide information about oneself to project a favorable image, according to the way in which the person wants or wishes to be accepted by society.
In sales this tendency is favorable for products or services that are considered socially appreciated or desirable, however it represents a communication barrier when a client's needs are being detected without previously establishing sufficient trust or if it is done in a public environment.
This term also refers to the conscious or unconscious way in which a person responds in a way that is seen as favorable to others.
The Sales Glossary is a compendium of all the most commonly used terminology in sales strategy. Many of the concepts listed here are used when implementing a CRM system or a digital sales funnel, no matter if they are legacy systems or an online CRM. See also our blog that deals with sales techniques, marketing and sales culture.