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Do Your Salespeople Build or Lose Credibility
Written by: Dave KurlanArticle Overview: In a training session I delivered this week, one well-meaning salesperson said he had a quick point and went on to talk for quite a while before I pointed out that this wasn't a quick point. Your salespeople lose all credibility when their actions and behavior are not consistent with their claims...
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Do Your Salespeople Build or Lose Credibility
I received an email from the president of a telemarketing service in which he talked about:
* the history of his firm
* the success of his firm
* the effectiveness of his firm's telemarketers at getting appointments with senior leaders
* the cost-effectiveness of his service
* the training of his people
* the ability to customize their scripts to our offering
* the certainty he had that this would work for us
* his ability to prove that they could add value to our ability to meet with senior leaders.
Wow. How impressive. Only two questions came to mind:
1. How did he know he could be so successful in marketing our services to our market?
2. If they were so good at calling senior leaders to generate interest and schedule appointments, and he could prove it, why didn't he call instead of using email?
In a training session I delivered this week, one well-meaning salesperson said he had a quick point and went on to talk for quite a while before I pointed out that this wasn't a quick point.
Your salespeople lose all credibility when their actions and behavior are not consistent with their claims.
Think about your salespeople for a moment. Are they consistent (actions support words and vice versa) with you? If you find inconsistencies with any of them, the inconsistencies with their prospects, customers and clients are likely to be even more severe.
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Article Tags: cost effectiveness, credibility, email, inconsistencies, prospects, salespeople, salesperson, schedule appointments, scripts, telemarketers, telemarketing service, training session, well meaning
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Visual Pipeline Predict Sales Turnover Salesperson Selection |
Related Forum Posts
Re: Branding On A Budget
- Several of the things that I promote to clients are elements of their branding and credibility is a big thing that I talk with clients about - especially non fiction authors and other business people. Credibility and reputation are critical in any business venture, but especially with online businesses because we need to build trust.
Shri
Re: Great start, but no finish
- My advise is FOCUS on your business.
Focusing is the main factor to succeed on business. If you have a great idea, then follow it only, don't look anywhere else. It is especially essential in an online business. Because there are a lot of mind blowing sales letters promising millions dolllars or overnight success, people find it difficult to concentrate on one business and they lose their energy.
Concept is simple.
1- Have a good idea;
2- Build your business on it;
3- Monetize your business;
4- Promote it;
5- Build list of responsive customers;
6- Maintain You Business.
Focusing and not fearing from competition (instead you can learn from competitiors) are main tips of billionaires ,BTW.
Orxan
Re: How to do Link Building?
- Be diligent. Build blogs.Pay attention to the contents.
Willing to Fail Your Way to Success
- Entrepreneurs in my opinion, must be willing to fail. (This is that risk-taking factor quoted in the other post). If you aren't willing to fail then you don't take risks and if you don't take risks you do I like to call (I am qouting an awesome book called Play to Win!) 'Playing Not to Lose' instead of 'Playing to Win'. When you Play to Win you must risks. Risks are how you build a business and innovate.
New Site
- It would be a good idea to include a testimonial from the "big name" clients or a link to show what was done for them. These simple things will work to increase your credibility with new online visitors.
Credibility is a huge issue online and brand new sites have to deal with that. In any of my articles or books I recommend finding ways to build your credibillity and offer proof of your claims. Its a shame that we have to be leery of new sites and/or new businesses, but there is a lot of spam, spyware, viruses etc that can do major damage to our computer systems.
Shri
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