What would successful sales reps and sales managers tell a new salesperson on how to gain credibility? We posed that question to our customers and heard many great recommendations, like:
- Listen to the customer’s needs
- Determine what you should do, and then do it 100 percent of the time.
- Do what you say you’re going to do, always follow through, stay true to your word
- Don’t overpromise and under-deliver.
We also asked sales reps about credibility. We posed the question: How can new sales reps build their credibility?
One theme that emerged is credibility is divided into two pieces: company and personal.
- Company credibility is the easier of the two. It derives from product and company knowledge.
- Personal credibility is a little more interesting. For new sales reps, personal credibility isn’t built overnight. It’s a long-term process. One of the sales reps spent a lot of time talking about this, noting that a new sales rep doesn’t need to make a big impression immediately. Rather, a new hire should create a “plan” that allows him/her to build their personal credibility over time and avoid the big mistake upfront
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