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THE ROLE OF CREDIBILITY IN SALES

In sales, there’s a lot of talk about qualifying the buyer.
What’s the lead scoring say?
Are they a marketing-qualified lead or a sales-qualified lead?
Do they fit our ideal customer profile?

This is exactly BACKWARDS.
Instead, you should be talking about how the buyer qualifies (and disqualifies) the seller.
What determines who they invite to compete for the business?
Who do they call or email back?
And who they share sensitive business information with?

This is the importance of Sales Credibility
the quality all salespeople must have in abundance with an account/prospect before you can ever hope to “earn trust” or become a “trusted advisor.”

THE ROLE OF CREDIBILITY
IN SALES

In sales, there’s a lot of talk about
qualifying the buyer.
What’s the lead scoring say?
Are they a marketing-qualified lead or
a sales-qualified lead?
Do they fit our ideal customer profile?

This is exactly BACKWARDS.
Instead, you should be talking about how the buyer qualifies (and disqualifies) the seller.
What determines who they invite to compete for the business?
Who do they call or email back?
And who they share sensitive business information with?

This is the importance of Sales Credibility
the quality all salespeople must have in abundance with an account/prospect before you can ever hope to “earn trust” or become a “trusted advisor.”

ABOUT THE BOOK
The Hierarchy of Sales Credibility from C. Lee Smith

SalesCred™ reveals how salespeople build (and lose) credibility with the things you say and do every day. You’ll learn the secrets of building your sales credibility, so you can attract higher-value accounts, gain greater access to the real decision-makers, and sell from a position of strength. It also gives you the leverage to avoid dropping your price when budget is hard to come by.

This book introduces the Hierarchy of Sales Credibility™ which is a 5‑layer framework that allows you to see where you are on the credibility hierarchy and what you need to do next to get to the next level. The hierarchy is a roadmap which will help you be seen by sales prospects in the most credible light possible.

SalesCred also updates sales managers on the new definition of credibility — The 3 Pillars of Credibility, the increasing role it plays in post-COVID-19 sales, and how they can improve their team’s credibility for higher performance.

ABOUT THE BOOK
The Hierarchy of Sales Credibility from C. Lee Smith

SalesCred™ reveals how salespeople build (and lose) credibility with the things you say and do every day. You’ll learn the secrets of building your sales credibility, so you can attract higher-value accounts, gain greater access to the real decision-makers, and sell from a position of strength. It also gives you the leverage to avoid dropping your price when budget is hard to come by.

This book introduces the Hierarchy of Sales Credibility™ which is a 5‑layer framework that allows you to see where you are on the credibility hierarchy and what you need to do next to get to the next level. The hierarchy is a roadmap which will help you be seen by sales prospects in the most credible light possible.

SalesCred also updates sales managers on the new definition of credibility — The 3 Pillars of Credibility, the increasing role it plays in post-COVID-19 sales, and how they can improve their team’s credibility for higher performance.

GET A FREE CHAPTER!

Get a free excerpt of SalesCred™ — along with the Appendix of supporting research — today. Simply fill out the short form here and download to your device.

On October 8, 2020, visit Amazon​.com to purchase SalesCred — How Buyers Qualify Sellers in paperback, hardcover or for your Kindle device. The book will also be available through Barnes & Noble, Books-A-Million, and many other business booksellers.

The audiobook is slated for availability on Audible and the Apple Books store in late 2020.

GET A FREE BOOK EXCERPT!

Get a free chapter of SalesCred™ — along with the Appendix of supporting research — today. Simply fill out the short form here and download to your device.

On October 8, 2020, visit Amazon​.com to purchase SalesCred — How Buyers Qualify Sellers in paperback, hardcover or for your Kindle device. The book will also be available through Barnes & Noble, Books-A-Million, and many other business booksellers.

The audiobook is slated for availability on Audible and the Apple Books store in late 2020.

ABOUT THE AUTHOR

C. Lee Smith

Sales Credibility Expert C. Lee Smith is the CEO of SalesFuel® – a sales intelligence firm that has been enabling salespeople to be more credible since 1989. He has been recognized multiple times as one of the world's Leading Sales Consultants by Selling Power magazine. He is a bestselling author, keynote presenter, and creator of the AdMall®, SalesFuel HIRE and SalesFuel COACH SaaS platforms.

Lee is also a Certified Professional Behavioral Analyst. His first book, Hire Smarter, Sell More!, helps sales managers understand how to use data and analytics to hire salespeople who can build credibility and add significant value while being team players — not a toxic troublemaker.

To learn more about the author or inquire about speaking engagements, visit cleesmith​.com

C. Lee Smith, author of SalesCred
ABOUT THE AUTHOR
C. Lee Smith, author of SalesCred
C. Lee Smith

Sales Credibility Expert C. Lee Smith is the CEO of SalesFuel® – a sales intelligence firm that has been enabling salespeople to be more credible since 1989. He has been recognized multiple times as one of the world's Leading Sales Consultants by Selling Power magazine. He is a bestselling author, keynote presenter, and creator of the AdMall®, SalesFuel HIRE and SalesFuel COACH SaaS platforms.

Lee is also a Certified Professional Behavioral Analyst. His first book, Hire Smarter, Sell More!, helps sales managers understand how to use data and analytics to hire salespeople who can build credibility and add significant value while being team players — not a toxic troublemaker.

To learn more about the author or inquire about speaking engagements, visit cleesmith​.com