Thoughtful Thursdays – Navigating the road to credibility
Without it, your sales cycle will be an endless series of disapointments.
Today’s sales thought is about navigating the road to credibility.
Think about racing a car up a mountain road. On one side is the mountatin and on the other side is nothing. The consequences of putting a wheel wrong are not forgiving. Stay on the road and the summit will be reached.
Establishing credibility is key to gaining customer confidence and trust in the products and services you represent. Think about a purchase you have made that involved competitive products and commications with sales people. What were the demonstrated behaviours that established credibility with you?
- They listened
- They knew what they were talking about
- Believable benefits were backed up with data
- They confirmed and were empathetic to your needs
- They did not try to oversell you
- They followed up
Once credibility is established, other doors are sure to open for you. Keep the conversation going and stay on the road to the close.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond to you.
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