QUICK TAKES ON SALES CREDIBILITY
The Discovery Call Is Important (Especially the 1st Step)
Each discovery call you make is a challenge because you are trying to capture, and keep, that prospect’s attention.
ROI: Why It Matters and How to Reveal It
ROI (or return-on-investment) is important to any buyer; they want to make sure that they will at least get their money’s worth. The responsibility is on the seller to showcase that ROI in a concise, clear way.
Establishing Credibility When Speaking to a CEO
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?
How to Build Sales Credibility with Customers
Have you trained your reps on how to build sales credibility with customers? If not, you’re missing an opportunity.
How to Build Sales Pitch Credibility
When was the last time you listened to someone you weren’t fully convinced was a credible source, but took a leap of faith anyway? Yeah. That would never happen, ESPECIALLY not when it comes to your business decisions.
How to Build Trust with Your Customers in Sales
What’s the most common trait among salespeople who lose clients almost as soon as they gain them? After the sale, they pop the champagne, breathe a sigh of relief, and believe their work with that client is done.
Why Learn from an Industry Expert? Your Sales Career Won't Plateau
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.
Five Ways to Identify Pain Points
Salespeople must identify pain points to successfully build credibility and ultimately close. But, not every rep bothers with this essential step, creating a missed opportunity to present themselves as credible.
Why Taking Notes During Sales Meetings is Crucial
During the discovery phase of the sales process, you’ll be asking your prospect a lot of questions. Not all of us have a memory like a steel trap, so taking notes is crucial.
What to do When Clients and Prospects Lie
Salespeople are often unfairly and harshly judged for being stereotypically dishonest. But no one talks about how often both clients and prospects lie to sales reps.
Dig a Little Deeper During Your Discovery Calls
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.
Text Messages and Account Management
Text messages can be a very effective way to keep in touch with clients and manage accounts. While many reps don’t text as part of their strategy, sales professional Jeb Blount encourages salespeople to do so.
Why Your Sales Reps Need Integrity
As a hiring sales manager, do you believe your reps need integrity? Merriam-Webster defines this quality as “trustworthiness and incorruptibility to a degree that one is incapable of being false to a trust, responsibility, or pledge.”
Writing Emails that Will Actually Get Responses
Have you been having a tougher time getting your emails answered since the pandemic took hold in March? You may be tempted to blame it on the economy. In reality, it’s probably the way you’re writing emails.
Uncovering Pain Points & Next Steps: Part 2
Uncovering pain points can present reps with so many opportunities to win over prospects. But, it’s typically not done by asking a question or two.
Pain Points: A Primer On What To Ask & Why
Pain points are a driving force behind sales. If you can successfully identify pain points, and present solutions to ease those pains, you’re more likely to showcase value and close the deal.
3 Ways to Establish Your Credibility
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.
Tips to Quickly Establish Credibility with Prospects
Laying the groundwork to quickly establish credibility with prospects should start long before your reps make first contact. When prospects look for a solution to their problem, they review online content.
6 Ways for Inside Sales to Build Instant Credibility with Prospects
Do you know about the 6 ways for inside sales to build instant credibility with prospects? If not, it’s time to learn.
Tension: Why It Can Be GOOD For Your Sales
Tension has a bad rap. Likely, you do whatever you can to prevent tension, whether it’s during a call with a client or delivering a presentation to a prospect. But, not everyone thinks that sales reps should avoid creating tension
