Category: Trust/Credibility

Fear of Rejection is Bogus

I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they "fear rejection." Give me a break. "Fear of rejection" is totally bogus.

How to Respond When Faced With a Question You Can't Answer

At some point in your sales career, someone will ask you a question that you just can't answer. It may be about a topic that you don't know much about. Or, it could even be about your own product or service. What will you do?

Topics That Can Drive Away Prospects

Communication is so important when working with prospects. But, there are certain topics that you should avoid if you hope to land their business. Unfortunately, many reps can’t always differentiate between what’s appropriate to discuss and what isn’t.

Why don’t more things go my way? Sales Fate.

Oh boy! Oh boy! You got the APPOINTMENT! Slow down there, commitment breath. You’re only at the steps of the church — not the altar.

Credibility Killers: Avoid THESE Behaviors

Considering that prospects are already wary of salespeople, a rep’s credibility is vital to making deals. If a rep missteps and loses that credibility, chances are the prospect won’t hesitate to move on.

More sales are made with friendship than salesmanship

Your mom said it best. As a child, when you were fighting or arguing with a sibling or friend, your mom would say, “Billy, you know better than that! Now you make friends with Johnny.”

Ace the First 30 Seconds of Your Prospect Meeting With These Tips

You never have a second chance to make a first impression. Truer words were never spoken – especially in the world of sales. If you want a prospect to trust you, says Mike Renahan, you’ve got 30 seconds to do all the right things.

Why Your Prospects Don't Trust You

Evaluate your sales plan: Does it ask too much of a prospect too soon? Does it reflect his needs or your own?

Try These Unconventional Techniques to Build Trust

Distrust of sales reps is high, and according to HubSpot research, only 3% of people trust a salesperson.

How Do You Start Your Sales Calls?

According to a recent article by HubSpot writer Emma Brudner, “Starting off a connect call with "is this a bad time?" creates a plethora of problems that kill the sale out of the gate.”

Earn Prospect Trust with Good Storytelling

Typically, reps make their product or service the hero of a story, saving the day for the prospect and his or her business. But, what if you switched it up? Emily Bauer suggests casting the prospect as your story’s hero.

Do Your Clients Trust You?

In order to inspire client loyalty, you have to first gain their trust. Here are a few tips on how to do so with the help of James Alexander and his article, “Brilliant CX: Compressing the Cycle Time of Trust.”

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