QUICK TAKES ON SALES CREDIBILITY
Value-based stories can benefit sellers in many ways. Not only do they engage prospects with storytelling, but they also help reps establish credibility.
To appear credible, reps must be thoughtful about their actions. How buyers gauge a seller’s credibility impacts their decision to buy and thankfully, sellers are increasingly aware of this.
Each discovery call you make is a challenge because you are trying to capture, and keep, that prospect’s attention.
Before prospects can trust you with sensitive business information, they first have to see you as having credibility. Establishing credibility is a difficult enough task on its own. But what if the decision-maker you’re meeting with is the company’s CEO?
Less than 30% of sales reps say that they are provided with sales coaching that is personalized to their unique needs. For the sake of your career, it’s time to take steps to learn from an industry expert.
Discovery calls are the most important part of the sales process. Not only is it the moment you learn whether or not a prospect has a need for your product or service that they’re interested in filling, it’s also your prospect’s first impression of you.
If you don’t have credibility, you don’t have anything. That’s why establishing your authority in your field of sales and trust with your prospect is so crucial in the sales profession. Unfortunately, this is also an area that many sales reps struggle in.