Sales consultant and author, Nancy Bleeke, shows sales managers how to identify credibility-crushing sales conversation habits and coach their reps on how to change the conversation.
You work hard to generate leads for your sales team and establish credibility for your company, brand, and product. But do your sellers build their own personal credibility when they are in the hard-earned conversations with your buyers? Or do they unknowingly kill sales opportunities with seemingly little habits that trash their credibility?
Credibility is the quality of being believable or worthy of trust. It’s a necessity for earning the sale now more than ever.
The transparency afforded by the internet means that the reputation and actions of an individual are available to anyone who looks. Buyers can easily “Google” the seller before or after their meeting as they seek to determine whether they are credible. But what the seller does during the meeting with the buyer matters most.
There are many ways to build credibility and there are three seemingly conversational habits that will kill it.