How to Build Credibility In The Sales Process

Credibility is crucial in the sales process. Make sure you never do anything to lose it with the decision maker. Everything you do from day one should be moving them closer and closer toward trusting you 100%.

So how do you establish trust??

1. Demonstrate competence. You need to be viewed as an expert on your product/service (along with everyone else’s) and have the ability to leverage others in your organization to get any questions answered and needs met.

   • You don’t have to be an expert on everything, but you need to be able to draw on the expertise of others to point the prospect in the right direction.

   • The customer doesn’t need explanations of everything you’re doing, they just need to trust that you’re the person who will get their problems solved.

2. By doing what you say you will: scheduling meetings, showing up on time, following up, accurately relaying back information they’ve told you and following through on commitments.

   • People are viewed as reliable when:

     • Their words and actions are consistent.

     • They keep their word.

     • They are predictable and steady.

3. The third and final building block of trust is being client-focused. Prospects need to see that you’re looking out for their best interests—not just your own

   • You want them to view you as a trusted adviser - Clients buy advice; customers buy products