How to Build Trust and Credibility
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Use the Power of the Printed Word
When you are talking with a prospect and you want to boost your credibility, where ever possible back up what you say by showing them something in writing. Research clearly shows that people are far more likely to believe what they see in writing, more than what they simply hear. It boosts your credibility and is incredibly powerful.
So how can you use this?
1. When presenting the investment details, show them these details in writing.
Use a letter, or a proposal, or even show them your price list. When it's in writing (particularly when it's an odd amount eg. $3,756 it will seem more credible and less "negotiable" than a figure seemingly plucked out of the air. (particularly if it's an even amount eg. $3,800)
2. When you make a claim about how good your product or service is, back this up by written specifications which prove your claim, or a written comparison between you and your competitors.
Or use newspaper or magazine articles which reinforce what you've just told them. Use testimonial letters from your happy customers.
3. Use a presentation binder when speaking with a prospect.
Maybe you were given a presentation binder when you joined your company. Companies often create these for their sales people because they work. However in my experience they seem to be only used by new sales people.
They work well and soon the new sales person gains confidence. Then they stop using the presentation binder... and their results slide.
You don't have to stick rigidly to the order of a presentation binder. Get to know it and use it as a tool. Our research shows they add considerably to your credibility.
4. If you are presenting to a group of people, use flip charts, coloured pens, photographs, diagrams and illustrations to reinforce the points you are making.
I personally prefer the "low tech" flip charts to a computer generated "PowerPoint" presentation. It allows you to be flexible and you can flip back and forth from chart to chart easily. You can also put them up on the wall as your presentation progresses.
So when ever possible, combine the written word and illustrations, with the spoken word to put power and credibility into all of your presentations.
Try it this week and see what happens.
Have a great week. Make it a great week!
Wayne Berry
How to Build Trust and Credibility - To learn more about this author, visit Wayne Berry's Website.
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Dianne CramptonDianne Crampton is North America's leading authority on team culture. She is an author and professional speaker and president of the leading team culture consultancy, TIGERS Success Series, Inc. Crampton has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down or to subscribe to TIGES Free monthly e-newsleeter go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: Winning Business Team Cultures And Why They Thrive, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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I've created this section on my site to share some of the incredible tools that I've used to build my business. I hope you too can benefit from them and look forward to hearing your feedback on the reviews! - Visit Evan Carmichael's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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