*AHA MessagesX
1Credibility is the master key that unlocks the sales
process. Every stage, whether it be connecting,
discovery, solving, or closing, becomes much easier
when your prospect perceives you as credible.
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2Most salespeople want to be thought of as "trusted
advisors." But you cannot be trusted without a high
degree of credibility. #SalesCred
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3A salesperson without credibility is not only at a
competitive disadvantage today,
they’re at risk for being replaced by AI tomorrow.
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4All sales managers want to have a high-performing
sales team. To achieve this goal, they have to improve
both their sales process and their salespeople. Building
credibility is a rare opportunity to do both at the same
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5Credibility is being known, being likable,
and being trustworthy. It is one of the basic foundations
of building good relationships,which is the essence of
sales. #SalesCred
—Mitchell Levy
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6Being Known includes impacting customers in positive
ways and letting other people know about it.
Ideally, they'll hear it from the customer.
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7What are you known for? What do you WANT to be
known for by your clients and prospects?
What is your area of expertise that rises above your
competition? What are you doing to BECOME known?
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8Being Likable is more than being friendly,
happy, and successful. It's about sharing credit
for your successes and showing the expected level
of respect for other people and things.
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9Being Trustworthy is a key requirement of a credible
salesperson. Anything you say or do that the buyer
believes to be untrustworthy immediately kills your
credibility. #SalesCred
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10#SalesCred requires follow-through, accountability, and
congruence. Always deliver what you promised. Admit
your mistakes. What you say and what you do must
always be in alignment.
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11Credibility multiplies the effectiveness of your sales
methodology. In what ways can having greater
credibility improve your existing sales process?
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12Salespeople can build their credibility with what they
say, how they say it, what they do, and what others say
about them. #SalesCred
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13Salespeople can either increase or decrease their
credibility in the actions they take when performing their
jobs. What past actions have increased or decreased your
credibility? #SalesCred
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14The bigger the sale or the more complex your solution
is, the more credible you need to be.
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15The more difficult the economy is, the more important
your credibility becomes. Buyers will be seeking
every opportunity to reduce risk. Your credibility is the
leverage needed to keep from dropping your price.
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16In sales, your level of credibility acts like a magnet.
It either attracts your desired buyers to you or it repels
your desired buyers away from you. Which way is your
magnet turned? #SalesCred
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17How credible are you as a salesperson?
More importantly, how credible do your prospects think
you are? #SalesCred
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18You've heard that "you don't have a second chance
to make a first impression." These days, you don't get
to make your first impression, Google and LinkedIn
does. Does your first impression scream "credible"?
#OnlinePresence #SalesCred
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19Google never forgets and screenshots never forgive.
#OnlinePresence #SalesCred
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20Credibility and Personal Brand are not the same thing.
Personal brand is how you want to be seen. Credibility
is how others actually see you. Aligning both allows
you to make the right first impression. #OnlinePresence
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2159% of SMB decision makers say they have researched
a salesperson online before they met with them. Your
#OnlinePresence is "how customers see you before you see
them." #SalesCred
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22How many LinkedIn connections do you have? You come
across as credible if hundreds of people find benefit
in being connected to you. More importantly, what
connections do you have in common with the prospect?
#OnlinePresence #SalesCred
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23Are your headshots confident, professional and taken
sometime in this decade? #OnlinePresence #SalesCred
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24Think about your Ideal Customer Profile (ICP). Does your
LinkedIn profile suggest you can solve their problem(s)?
How so? If not, what’s missing? #OnlinePresence
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25Does your profile make you appear to be a job hopper?
Are buyers wondering if you’re worth their time? Will you
be gone in a year? #OnlinePresence #SalesCred
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261 out of 7 SMB buyers has blocked a salesperson on
LinkedIn because "they spammed me soon after
connecting with me." #OnlinePresence #SalesCred
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27Spamming a prospect right after connecting with them
on LinkedIn gives them the impression that: 1) you don’t
care about them and 2) you only care about trying to
make a sale. #OnlinePresence #SalesCred
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28If you have regrettable content online that can't
be removed, drown it out with at least 10 other
pieces of offsetting content that rebuilds credibility.
#OnlinePresence #SalesCred
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29If harm was caused by a piece of content that you
posted, provide a sincere and proper apology. Then,
make several posts that show your enlightened way
of thinking. #OnlinePresence #SalesCred
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30Write! The most credibility comes from authoring
a book. Next is writing an article for a third-party
publication or website. Even writing for your own
blog can increase your credibility. #OnlinePresence
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31The quality of what you write determines whether your
credibility is boosted or harmed — and by how much.
#OnlinePresence #SalesCred
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32Being quoted in somebody else’s writing means the
author believes that you are a credible source of
expertise. It’s also another way that Google will
find your name. #OnlinePresence #SalesCred
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33You can’t fly with the eagles if you run with the turkeys.
Your credibility is impacted by whom you associate
with. #OnlinePresence #SalesCred
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34Is your outspokenness attracting your ICP or repelling
it? While there is some debate among marketers about
this, I believe that there are two types of social media:
business and personal. #OnlinePresence #SalesCred
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35Take protective measures to lock down personal posts on social media that can be misinterpreted by unknown business prospects — the rules change frequently. With the exception of LinkedIn, avoid using your company's name, website or brand names on your personal profile. #OnlinePresence #SalesCred http://cleesmith.comShare on X
36When recording a video, looking away from the camera to read your notes reduces your credibility. #OnlinePresence #SalesCred http://cleesmith.comShare on X
37Keep your videos to one minute or less. Rambling
decreases your credibility. A concise, meaningful, and
memorable video enhances credibility. #OnlinePresence
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38One topic, one message, one CTA, and one video. Likes
and shares from credible people have a positive impact
on your credibility. #OnlinePresence #SalesCred
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39When a salesperson's #OnlinePresence screams
credibility, they allow people to trust them even before
they meet. #SalesCred
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40Think of a prized client you want to win.
What will they find when they search for your name
on Google, LinkedIn and Facebook? #OnlinePresence
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41What you say can add to or subtract from your
credibility. Salespeople need to be wary of the words
they use when talking to prospects. They need to use
words that project their credibility in order to be heard
and respected. #SalesCred
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42Avoid highly suspicious statements like "I'm not trying
to sell you anything" (they know your job function), or "if
you'll just give me 5 minutes..." (they know you're going to
take 30.) Trickery is the tool of a dubious salesperson, not
a credible one. #SalesCred
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43Value is not what you say it is or what your marketing
team says it is. It’s what the buyer says it is.
@SalesFuel calls this Relevant Value™. If what you say
is not relevant to the buyer, it’s not valuable — period.
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44Relevant Value is not value-add, it's Value x Relevancy. The
most relevant thing is what's most important to the buyer's
CEO — the thing that they talk about in public and in
every internal meeting. #SalesCred
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45In addition to what's most important to the CEO,
Relevant Value is also what's important to the buyer,
the buyer's boss, and their customers.
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46Address exactly what the buyer or their boss thinks
is most important right now. Follow it up with some
evidence of proof. Tell a story, and back it up with hard
numbers that are believable and verifiable. #SalesCred
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47Share trade news, industry trends, or primary research
from your company. Say, "I saw/read this and thought of
you and your current situation." What kind of research
and insights do you have available? #SalesCred
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48Sharing primary and secondary research increases your
credibility. It helps you be seen as a credible source of
knowledge. #SalesCred
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49To be a credible source, use credible sources. The
sources of information you cite (or link to) tell the buyer
what you think is relevant and accurate. #SalesCred
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50The #CPoP (Customer Point of Pain) is the
compass that salespeople use for staying on task
as credible when interacting with prospects.
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51Don't be so busy "finding the pain" that you overlook
bigger opportunities. The #CPoP is not just the customer's
point of pain. It can also be an important goal or
aspiration, the customer's point of pleasure. @CLeeSmith
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52Discovery is not just a stage, it happens throughout
the sales process. In addition to their #CPoP, you must
uncover: the consequences for not addressing it,
their level of urgency and budget,
and how it affects the stakeholders personally.
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53Before prospects can trust you with sensitive business
information, they first have to see you as having
credibility. #SalesCred
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54The question that kills a salesperson's credibility the
fastest is, "Tell me about your business." How can they
think that you can help their business if you don't KNOW
their business? #SalesCred
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55Salespeople should avoid asking questions they should
already know the answers to.
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56When you ask smart questions, you look smart.
When you ask dumb questions, you don’t look like a
credible and reliable resource. #SalesCred
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57Although some may think it comes across as humble
and authentic, being self-deprecating can be a
credibility killer, especially if you make a habit of it.
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58Your product is not the solution. The effective USE
of your product to achieve their desired results is the
solution. Credible salespeople don't just have product
knowledge, they can articulate the Use Case of their
product. #SalesCred
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59@Gitomer says, "The person asking the questions is the
person leading the conversation." Who's leading your
sales dance? #SalesCred
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60The info you learn by asking good questions gives
you the leverage you need to build great solutions,
overcome objections, and close the sale. If you struggle
with any of these, you need to be more curious.
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61When salespeople share meaningful information and
ask smart questions that enhance their credibility, it
makes it much easier for prospects to trust and do
business with them. #SalesCred
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62A lack of social awareness may cause salespeople to
unintentionally undermine themselves by not noticing
how they come across to the buyer -- both in person
and online. Can you accurately interpret the emotions of
people with whom you interact? #SalesCred
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63Since COVID-19, salespeople are sending more emails
than ever. The #1 goal of a sales email is to get a
response. Before that can happen, it must: get through
the spam filters, get opened, and get read. #SalesCred
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64Marketing email is one message written for many
people. Sales email is one message written for one
person. Do you know what the difference should be
when writing them? #SalesCred
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65Not matching the level of professionalism of the
recipient may cause misunderstandings with how you
conduct business. Don't be too casual, use slang, or
assume a level of friendship that doesn't exist.
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66The more important an email or text is, the more effort
you need to make to proofread and revise it. A typo or
punctuation mistake is not harmful to credibility, but
poor grammar is. #SalesCred
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67When writing emails, make it obvious that a real person
wrote it. If it reads and feels like a template, you'll be
perceived as someone who doesn't care enough about
the person you're sending it to. #SalesCred
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68Always avoid using spammy words in email.
They'll never read your email if they never see it.
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69Being brief in email can increase your credibility. 50-125
words, tops, is good; 75-100 words is the sweet spot.
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70As a salesperson, including relevant certifications/
badges in your email signature increases your
credibility. #SalesCred
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71Never have a complex conversation by email.
If your email contains two meaty paragraphs,
it’s better to scrap it and pick up the phone.
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72Be responsive! One business day maximum.
Salespeople often say they’ll be there for their clients if
they have problems or questions. Credibility comes from
walking the talk. #SalesCred
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73It's better to say that you don't know the answer to their
question, but you'll find it for them, than to try to BS your
way through. Acting like a know-it-all damages your
credibility. #SalesCred
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74In sales, you're either making money or making excuses.
Blaming the traffic, the weather, your computer, your
boss, or a co-worker for your failure to deliver is not the
action of a credible salesperson.
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75As a salesperson, avoid using qualifiers in your wording
(such as: maybe, probably, likely, possibly, somewhat).
Using them subtracts credibility.
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76As a salesperson, making assumptions that turn out
not to be true is a credkiller. Ask clarifying questions.
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77Avoid ambiguity whenever possible. There is comfort
to the buyer in knowing EXACTLY what you plan to
do for them, how much it will cost, and how/when
it will be delivered. It also reduces the chances of
misunderstanding and disappointment later.
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78Starting a sentence with
"My clients have told me that.../We're seeing.../We're
hearing.../One question I get asked about _____
is…" builds credibility if what follows is accurate and
insightful. #SalesCred
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79Want to be seen as an authority? Use authoritative
language. Be careful not to be bossy or condescending.
Use active voice (“Our company hired three
new people”) instead of passive voice
(“Three people were hired by our company”).
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80How you say it also means knowing when to shut up.
Salespeople who don't show a genuine interest in what
the prospect has to say are less likable and thus, less
credible. #SalesCred
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81Not showing up prepared for a meeting shows a lack
of respect for the prospect and their time. So does
showing up late. Think, "early is on time and on time is
late." #SalesCred
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82When coming to a meeting, do you research who is
going to be in it? If not, don't come at all. #SalesCred
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83"Your visual appearance influences the way people
judge you," Sylvie di Giusto said on the "Manage
Smarter" podcast. Does your appearance make the
buyer feel comfortable working with you? #SalesCred
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84Practicing your delivery is important, but avoid coming
across as "too slick." Being the overly-extroverted,
silver-tongued salesperson raises the buyer's defenses.
Introverts actually have the power to disarm the buyer.
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85When interacting with someone, be human and show
empathy. Understanding their situation from their
unique point of view adds to your credibility as a
salesperson. #SalesCred
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86Being in the front of the room (presenting, on a panel)
increases your credibility. #SalesCred
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87Being mentioned by name by the leader of the meeting
(if it’s not you) builds your credibility. #SalesCred
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88When presenting, reading your notes or your slides
hurts your credibility. #SalesCred
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89Mispronouncing or misspelling the names of commonlyknown
people or industry terms gives away credibility.
#Credcrud #SalesCred
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90As a salesperson, your body language speaks a
thousand words. What does your body say when you're
in front other people? #SalesCred
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91Stepping back from others, turning your back to them,
and not making eye contact are three ways that you
give away credibility when speaking in meetings.
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92As a salesperson, you need to match the level of mood
of others in the meeting — don’t be too stiff or too
casual. #SalesCred
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93Trying to make a sale virtually? Don't fumble with audio/
video settings. Use the microphone-check and speakercheck
features before joining the meeting. Make sure the
buyer has the impression that you’ve done this before.
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94Video backgrounds should be clean and nondistracting.
Books on your area of expertise build
credibility and so do awards you have won or
certificates you’ve earned. When all else fails, use a
virtual background. #SalesCred
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95Credible salespeople are the ones who know when to
shut up and listen to the buyer instead of cueing up the
next brilliant sales point they want to make. The most
useful info they share is usually at the end. #SalesCred
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96When you speak and deliver words credibly in every
situation, you allow yourself to be perceived as
someone to do business with. #SalesCred
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97A salesperson's actions should be geared
toward helping clients achieve their goals.
When they are, not only will they produce positive
business outcomes, but they will also gain credibility.
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98Do you want to know who you are? Don't ask. Act!
Action will delineate and define you.—Thomas Jefferson
via #SalesCred
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99Show up when you show up! Are you there mentally,
not just physically? Did you come early,
arrive prepared, and show your heart?
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