Credibility

I believe that every prospect eventually buys because of the credibility of the salesperson. In the traditional world, salespeople believe they develop credibility by ‘telling.’ They ‘show up and throw up.’ It’s all about their product, their features, and benefits.

Thinking back to the fifth grade, I wonder how many of you dreamed of becoming a salesperson when you grew up? How many people do you think asked for sales training for Christmas this year? How many kids dressed up as salespeople during Halloween?

1. You will fail to establish credibility during the initial phone call or meeting. The primary questions looming in the minds of prospects when they first talk with salespeople are, “What do you know about my company?” and “What do you know about my industry?”