As discussed in our post yesterday on how to establish creditability with a prospect you have to earn the right to continue in the sales process. The way to establish creditability with a prospect is to demonstrate that you have their best interest in mind. Asking the right questions is a good way to establish creditability.
A lot of sales people struggle with this because they think that the best way to establish creditability is to tell how great their company is and how great they are. While this is a part of establishing creditability, consider that before someone is going to listen to how great you or your company is they first want to know that you care about them. Only after you demonstrate that you care about them will your message about you and your company be really heard by your prospect. Continue reading “Create Creditability By Asking The Right Questions”