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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