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The Sales Evangelist

Donald Kelly, The Sales Evangelist Podcast Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is about building credibility.

Credibility leads to trust.

Trust is essential in sales. You have to trust those you’re working with and build trust with . People do business with those they know, like, and trust. Credibility is a precursor to that. Build credibility, then you gain trust.

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3 Pillars in Building Credibility:

  1. Don’t be desperate.
  2. Be specific.
  3. Back it up.

Don’t Be Desperate

  1. Identify your ideal customers. Go for those that fit your product. You cannot be the “yes” man to everyone.
  1. Set the rules before you play the game since there are people who can alter rules during the game or even deny there were any.
  1. Offer them an “out” or the fitness test. Set the perimeter early on and ask your prospect to be open to telling you at any point during the conversation when they recognize that you’re not a great fit.

When you can give people an out, you become so much more credible.

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Episode Resources:

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Donald Kelly, PandaDoc

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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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