The Credibility Factor

Far too often, salespeople view themselves as company employees when they would be much wiser (in my humble opinion) to view themselves as business owners: whether that business ownership means ownership of a territory, ownership of a vertical market or any other combination that relates to their current sales position.

The good news is this.

As soon as that salesperson starts acting like a business owner they start to truly understand the importance of obtaining and maintaining credibility in the eyes of their potential clients, and how gaining that credibility can make all of the difference in the world in relation to their sales success.

And so, if a sales professional wants their prospective client to not only seek out their knowledge but also to pay more to work with them, that same salesperson should really take the extra effort required to prove to that prospective client that they are worthy of being considered an industry expert and as a sales professional they will also bring value to the potential business relationship that could exist between the buyer and seller.

But how do sales professionals become experts in the eyes of their clients? Here are some time tested strategies.

1) Write an article for a magazine, website, newspaper, etc.
2) Start an industry based newsletter
3) Teach a college course
4) Appear on a radio show
5) Record an industry related information based CD
6) Get an industry related certification
7) Write or co-write a book
8) Launch an industry related website
9) Partner with an established and/or credible business(s)

These are just some of the ways that sales professionals can become experts in the eyes of their prospective clients.

If you’re already working in the sales trenches anyway, isn’t it worth getting just a little dirty?


The Credibility Factor - To learn more about this author, visit Corey Poirier's Website.

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