Gain Credibility While Selling

Question:

I’ve been meeting my performance goals but I want to take my sales to the next level.  I want to make the big sale; I want prospective clients to invest in my ideas and products.  What can I do to go from meeting my goals to exceeding them?

Answer:

Great job meeting your sales targets, sales champions are always hungry for the next level.  It seems that you want people to trust you and trust their money in your ideas.  Before you gain trust, you have to be viewed as a credible person.  Here are a few ways that you can increase your credibility with your prospects during sales calls.

1)       Give general benefits – Cite general benefits your company provides that relate to the buyers needs, wants and issues.  Prepare and research the prospect before you communicate with them.  When you present the ideas it will show that you were interested in helping the prospect not just making money.

2)       Be specific - Give results of how past clients have benefited. Talk specifically about return on investment. Instead of saying that “This product improves efficiency”, say “Company XYZ started using this product last year, since then they have saved $500,000.”

3)       Suggest similar benefits – If a company is going through the same issues as previous companies, tell them.  Since you have already given general benefits and then given specific examples it is logical to tie them together.

4)       Don’t sell provide value- Focus on the buyer.  By knowing the wants, interests and needs of the prospective client, giving specific examples of results, and then connecting them together, you are appealing logically to a client.  Make the logical connection and prospect will know you are not just another sales person.

If you have any business related questions or would like advice on other workplace issues, visit our web site at www.bc.dalecarnegie.com or our Knowledge Centre on our global site at www.dalecarnegie.com or email me at paul.sinkevich@dalecarnegie.com.