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.
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.
Do you know about the 6 ways for inside sales to build instant credibility with prospects? If not, it’s time to learn.
Mitchell Levy is a TEDx speaker, Global Credibility Expert and international bestselling author of over 60 books — including his latest "Credibility Nation." He is an accomplished Entrepreneur who has created twenty businesses in Silicon Valley including four publishing companies that have published over 850 books. In this episode, we discuss: the new definition of credibility in today’s COVID-19 climate; the 3 Pillars of Credibility; specific steps and strategies to build your credibility; Lee's new book, SalesCred, and the importance of credibility in buyers qualifying sellers.
As our nation struggles with the challenges of contentious politics, a pandemic- induced recession, and calls for introspection on issues of social justice, we wondered how U.S. adults perceive their peers, their co-workers and professionals who help to shape our lives. Our curiosity led us to launch our inaugural American State of Credibility survey. Has America become more credible or less credible in the past year? What percentage of Americans exhibit credibility in what they say and do? What professions are the most credible — and the most dubious? And how do salespeople stack up?
Business and sales were flowing more freely in our economy before the pandemic. With budgets now under more scrutiny, you’re faced with the task of establishing sales credibility in the post-COVID-19 era.
Which would you rather do: Read a letter or watch a short video? You probably agree with most people and would choose the video, right?
In his book, “SalesCred,” our CEO C. Lee Smith writes that sales credibility is how the buyer qualifies (or disqualifies) the seller. Credibility is the very thing that determines whether the buyer replies to your email, agrees to take a meeting or decides they want to do business with you. Nowhere is this more evident to the buyer than the amount of effort the salesperson puts into pre-call intelligence. Download this free ebook to learn what you need to know to be seen as credible by prospects and existing accounts.
Are you coaching your reps to work on their credibility? You might be asking, “How important is credibility to the sales process?”
Cold emailing can be a tricky tactic to pull off, as recipients with loaded inboxes may simply dismiss and delete whatever you send. You’ve got to be able to capture their attention, encourage them to open, and then, inspire them to take action and respond.
Customer reviews are valuable to salespeople in a variety of ways to drive sales, especially when it comes to establishing trust. Despite this, salespeople still don’t ask for reviews, let alone use any testimonials that come their way.
Customer testimonials can be great for lead generation, and now is the perfect time to reach out and request them.
How often have you wasted the first line of your prospecting email with, “Hello, my name is…”? At this point, the prospect doesn’t care who you are. They get dozens of emails just like yours every single day. Why should they keep reading?
What got you into sales? For many, it’s the exciting thrill of pursuing, and winning, new business. But salespeople can be overly focused on a shiny new prospect, which can push their previously-won customers to the wayside.
MAKING THE CASE FOR IMPROVING CREDIBILITY
Manage Smarter 143 — Mitchell Levy: The New Definition of Credibility
Manage Smarter 141 — Jim McCarthy: Upgrading Your Virtual Meetings and Events
Manage Smarter 137 — Jason S Bradshaw: Let's Talk About CEX (Customer Experience)
Manage Smarter 135 — Mark Boundy: Creating Radical Value for Customers, Prospects During COVID-19
Manage Smarter 116 — Rishad Tobaccowala: Being Human > Data in Uncertain Times
Manage Smarter 115 — Tom Peters: Walk Around Managing When You Can't Walk Around
Manage Smarter 97 — Mitch Schneider: 4 Techniques For Fixing a Misfire
Manage Smarter 95 — Sylvie di Giusto: Repackaging Yourself to Look Like a Leader
Manage Smarter 89 — Cindy Ashton: Top Tips for Becoming a Better Speaker
Manage Smarter 87 — Jan Allen: Being an Honest Broker of Information
Manage Smarter 83 — Joe Williams: Mastering Your Message
Manage Smarter 70 — Dr. Diane Hamilton: Increase Your Curiosity, Unlock Your Potential
Manage Smarter 62 — Deborah Thomas-Nininger: Gravitas — How to Achieve and Manage It
Manage Smarter 59 — Lee Caraher: Overcommunication is Impossible!
Manage Smarter 42 — Lea Woodford: Social Media is the New Cold Call
Manage Smarter 35 — Aileen Gibb: How to Lead by Asking Great Questions
Manage Smarter 05 — Brian Tracy: The Most Important Qualities Managers Must Have for Success
Manage Smarter 02 — Lou Diamond: How Communication Brings Your Business to the Top
Topics covered on this page: credibility, trust, referrals, testimonials, honesty, integrity, congruency, follow through, credible salespeople, trusted advisor, sales enablement
Credibility is the quality all salespeople must have in abundance before they can ever hope to become a “trusted advisor.”
— C. Lee Smith, Author of SalesCred