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Table of Contents

Section I: Introduction
Section II: What the Internet Says
Section III: What You Say
Section IV: How You Say It
Section V: What You Do
Section VI: What They Say
Section VII: Conclusion








How Buyers Qualify Sellers

by C. Lee Smith

The world you’re living in today has changed. Thus, how you sell has also changed. There’s a key component that every company needs to be able to cut through the clutter and stand above the competition. Without it, opportunities will be lost.

This key component that unlocks every step of your sales process is credibility.

As a sales manager, you need to know what credibility is and the impact it has on your team’s relationship with prospects.

The most valuable perspective any sales manager can have is, “How do prospects see my salespeople?” When you evaluate your salespeople from the perspective of prospects, you’ll gain a whole different view. You’ll be able to see what’s missing.

Most salespeople strive to be thought of as “trusted advisors.” But you cannot earn trust without credibility. If you want to truly capture the hearts of prospects, and build long-time, profitable relationships, you need to be seen as credible. Yet there are things you may be doing everyday that diminish their credibility.

When a prospect sees you as credible, it’ll be easier for them to want to do business with you.

Although being seen as credible is easier said than done, there is a guide you can follow to help your salespeople achieve this.

This book introduces the Credibility Realization Hierarchy 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.

Every salesperson needs to focus on to be seen as a credible resource – eventually leading to the coveted “trusted advisor” status.

When salespeople demonstrate credibility in these five areas, their prospects will see them as a trusted advisor they would want to work with.

This book enlightens both sales managers and salespeople on what credibility is, the role it plays in sales, and how they can enhance their credibility in the five areas of the hierarchy. They will be able to use the approach taught in this book to build their sales and achieve positive results for the company.


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About the Author


C. Lee Smith
C. Lee Smith


C. Lee Smith is the Sales Credibility Expert. For more than 30 years, he has helped salespeople leverage critical insights that enable them to acquire, develop and retain their best customers by building their professional credibility in what they say and do every day.

He is the CEO and Founder of SalesFuel®, a sales intelligence firm that has been recognized as one of the Top 10 Sales Enablement providers worldwide by Selling Power magazine.

Lee is one of a select few certified advisors worldwide for sales consultant Jeffrey Gitomer and was personally recognized as one of the Leading Sales Consultants by Selling Power magazine.

In addition to being a bestselling author and popular keynote speaker, he is also a C-Suite Network Advisor for sales leadership and co-host of the popular Manage Smarter™ podcast.

Lee is the creator of AdMall®, the leading sales intelligence platform for local media sales and digital marketing professionals. He is also the creator of the SalesFuel HIRE and SalesFuel COACH SaaS platforms for hiring and coaching your best sales talent.

He is also a Certified Professional Behavioral Analyst with expertise in consumer behavior, as well as the destructive impact toxic employees have on your sales team.

Lee is a graduate of Ohio University with a certificate in Executive Leadership from Cornell University.

When he’s not in the office, Lee can be found on his bike, riding with his peloton The Honey Badgers and crushing long-distance rides to raise money for cancer research.

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Hardcover: 978-1-61699-381-8 (1-61699-381-2)
Paperback: 978-1-61699-380-1 (1-61699-380-4)
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