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Stop Selling, Start Leading, Sales Podcast Network, Credibility

TSE 817: Selling Basic 101…Doing This Will Destroy Your Credibility!

Stop Selling, Start Leading, Sales Podcast Network, CredibilityIf a buyer doesn’t believe you’re credible, he won’t do business with you. Credibility takes time to craft, and it’s incredibly delicate and easy to lose. You must do everything you can to avoid destroying your credibility.

On today’s episode of The Sales Evangelist, we continue our sales basic series with a discussion about how we can change our image from sales professional to trusted advisor.

Your prospect isn’t just an appointment.

When you operate within a system of quotas or appointments, it’s incredibly easy to lose sight of the people behind those appointments.

If you allow yourself to focus primarily on scheduling appointments and you forget about the human beings you’re interacting with, you’re undermining your own credibility.

Likewise, if you promise your prospect a solution to a problem, but during the scheduled phone call you mention handing him off to someone else for the solution, you’ll undermine your credibility.

He’ll have the sense that you lied just to get him on the phone, and he won’t want to work with you.

Communicate to your prospect that you care about what he cares about, and prove yourself trustworthy.

Broken promises destroy your credibility.

Sales professionals understandably get annoyed when people miss their scheduled appointments. If you’re doing the same to your prospect, and you’re missing scheduled appointments, you’re disrespecting his time.

You’ll inconvenience him, and you’ll diminish your own credibility in the process.

Instead, prove yourself trustworthy. Keep your prospect’s priorities in mind.

When you do break his trust, apologize.

I can think of countless times in my career when I could have easily blamed other people for things that broke down in my customer’s process. Instead, I apologized and fell on my sword.

If you acknowledge your mistake, recognize the consequences, and apologize, you’ll re-establish your credibility with your customer.

Enthusiasm doesn’t equal credibility.

We often rely on excitement about our product or service to communicate our intention to the customer.

We believe that if we’re excited enough, we can accomplish our goals.

While enthusiasm is important, it isn’t enough. We must demonstrate to our customers and establish ourselves as trusted advisors.

We aren’t required to know everything, but we must know their business and their problems.

Know how he makes his money and understand why he’s losing money.

It takes a while to establish credibility but it makes a world of difference.

Episode Resources

We’re excited about the book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen brought to you by our sponsors at Wiley. It’s a blueprint for what buyers want and the things they hate based upon survey information.

Check out the Video Jungle Podcast to hear best practices for video and film production and to learn the art of selling your product with video. The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries.

Email us at SPN for more information.

We want to help you find more prospects, build stronger value, close more deals, and do big things.

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Donald Kelly, TSE Hustler's League, The Sales Evangelist

TSE 635: TSE Hustler’s League-“How Credible Are You?”

Donald Kelly, TSE Hustler's League, The Sales Evangelist

Today’s episode on the TSE Hustler’s League touches on the topic of credibility. We could be too focused on other areas of selling that we tend to leave out the credibility part which is just as equally important.

So I want to share with you some insights into how you can build that credibility.

 

 

What is Value?

  • Value is defined as the extent to which a good or service is perceived by its customer to meet his or her needs or wants
  • It’s measured by a customer’s willingness to pay for it.
  • It commonly depends more on the customer’s perception of the worth of the product than on its intrinsic value.

What we might see…

As sellers, we see the intrinsic value of having a car, for example, like having those features and benefits. But for a customer

What your customers might see…

Maybe for them, the value of having a car is something that can help them take their kids to daycare with A/C in South Florida. So maybe the value of the car to them would be the A/C and safety.

Hence, value depends mainly on that prospect. As sellers, we should be able to understand that and know how to articulate it to them.

The Three Pillars to Establishing Value:

  1. Undervalued Needs

These are things your prospects don’t fully appreciate.

What you can do: They may have been played down by the company. Is there a way you can get ahead of that? Focus on undervalued need.

  1. Unmet Needs

These are the needs your prospects might have forgotten because they’ve done work around or they’ve put band-aid on it.

What you can do: Try to demonstrate the importance of making that change. Show them other ways that they can do their business.

  1. Unconsidered Needs

These are the things that they’ve never even thought about it. These are things that have never crossed their mind. They don’t know these needs ever existed. These are problem they have but because they’re underneath the service, they don’t realize it’s affecting them until you’ve pointed it out.

What you can do: Do research on the unconsidered needs your client doesn’t realize about your product or service.

What is Credibility?

It’s defined as the quality of being trusted and believed in. Credibility leads to trust and trust leads to us making more money. People do business with those they know, like, and trust.

Ways to Establish Credibility:

  • Don’t be desperate
  • Be very specific.
  • Back it up through testimonials.
  • Offer an opportunity to opt out. You need to set the rules before you play the game.
  • Be willing for them to say no. Accept it and move on.

Episode Resources:

Star Wars: Bloodline by Claudia Gray

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Donald Kelly, The Sales Evangelist Podcast

TSE 515: TSE Hustler’s League-“Credibility and Trust”

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

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