To establish credibility in sales requires going beyond reliability. It requires consistency, predictability and transparency. Trust is built through a series of interactions that consistently meet or exceed expectations, not just a single transaction.

Why should you establish credibility in sales?

“Customers value partners who not only deliver results but do so consistently and predictably over time,” writes Pascal Yammine.

“This consistency becomes a competitive advantage…”

Credibility is vital for today’s sellers. Unfortunately, as SalesFuel reports, only one in four Americans view salespeople as credible.

What can sellers do to build much-​needed credibility and stand apart from competitors?

Yammine points out that specific best practices are key to establishing and nurturing trust and credibility. And the first principle he highlights is transparency.

He points out that maintaining transparency in both strategies and pricing will pay off. Sellers should strive to be consistent in being open and transparent with prospects and clients.

“Sudden, unexplained changes can quickly erode trust,” he warns.

Steve Kearns, writing for LinkedIn, agrees that modern buyers demand transparency.

B2B solutions have always been complex, and buyers used to appreciate hands-​on support. However, times have changed.

He points out that research reveals a crucial insight: transparency is now essential for any modern sales organization.

“Transparency should be table stakes for the modern sales organization,” he adds.

To read more guidance on the importance of transparency in sales, take a look at these insights.

Communication

Another element needed to establish credibility in sales is open, clear communication. Communication is the foundation of any solid relationship. And it’s especially true for vendor relationships.

As Maurice De Castro writes for Professional Academy, sellers who are excellent communicators establish credibility more easily.

“The best way to build your credibility through your communication at all levels in your career is to be honest and open.”

“Value each person for their input, knowledge and expertise in the workplace,” he adds.

You can do this by putting certain skills into practice:

• Give others your full attention.
• Use clear and concise language.
• Be curious during conversations.
• Embrace silence and pauses.

You'll quickly build a strong reputation and credibility through your effective communication skills. And to nurture those skills, take a look at this guidance from SalesFuel.

Deliver on promises

To establish credibility in sales, sellers must stay true to their word. Consistently delivering establishes you as a reliable, trustworthy partner. And this doesn’t apply to big promises. Buyers and clients will notice if you’re late to meetings or forget details.

And no matter how tempting it may be, if you aren’t 100% able to commit to something, don’t. This requires you to be honest and realistic about your abilities and solution. And it also requires you to be honest and realistic with others.

“It’s better to under promise and over deliver,” explains Yammine.

“Make commitments you can keep and then exceed expectations.”

The professionals at SalesGig agree, noting that delivering on promises is perhaps the most tangible way to build trust.

“When you consistently meet or exceed expectations, you reinforce the belief that your company is dependable,” they write.

In addition to being honest and transparent, it also helps to consistently track and monitor communications and efforts. This prevents a promise from slipping through the cracks. It holds you accountable for commitments and ensures delivery.

Consistency is key

Building credibility in sales takes time and consistency. By prioritizing transparency, communication and delivering on promises, trust is earned.

And for even more help with boosting credibility, check out SalesCred. This AI-​powered tool can help you build credibility, provide value and become a trusted partner.

Photo by Marcus Aurelius