Do you have it? Well you need it.

You have it when:                                 You don’t have it when:

I’ve done that                                        I can do that

Only when you have done it can you share personal experiences. Only when you have done it can you provide evidence that supports what you are saying. Only when you have done it can you show the confidence that you can do it again.

Today there really are not many risk takers on the buying side of sales.  There is always a decision to be made before a transaction takes place.  Think about cold calling – if you walk into a new business unannounced and make a sale you might want to stop by the market and buy a lottery ticket on your way home…because this might be your lucky day!

Credibility is everything and most customers have to trust you before they buy from you.

Now it’s not just that you’ve done it, but who have you done it for.  It’s important that you have a few credibility stories. Be ready to share how others have benefited from having a relationship with you…but don’t stop there because this is where your competition stops.

The greatest credibility is when your customer gets it that you get them. How engaged are you when you ask the questions that discover what your customers greatest needs are and provide them with practical solutions.  Can they trust you understand their business objectives, performance, and their challenges?

Anyone can make claims of a proven track record, experience, support, and satisfied clients.

Incredible credibility comes through diligent preparation and thought-provoking questions.


About Richard Scudder

I possess a passion to see others succeed in sales. After 25 years of sales and sales management it is with confidence I say “it is direction, not perfection” that counts. I partner with organizations to improve the performance of their sales associates. My clients and I share in common investing in their greatest resource “their people”. I facilitate motivational training that is fun, unique and creates a positive impact on sales performance. For more information on training sessions or speaking before your group contact me. 615-440-7219

Posted on April 30, 2012, in Sales Training and tagged , , , , , , . Bookmark the permalink. Leave a comment.

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