No Question About It, Being Credible is the Number One Secret to Making More Sales

The way to build credibility is by making convincing arguments when you are making sales presentations.

Making convincing arguments is a necessary talent you must develop if you are going to be able to succeed in the profession of professional salesmanship.

You need to become a well rounded individual who is well thought of and is totally up to date.

You would be making sure you are up to date with the latest news, both locally and nationally, as well as being very knowledgeable of your own products.

This way you can carry on a meaningful convincing conversation that your prospects can agree with.

If health care is in the news as it was recently, then a number of your prospects will bring up this issue during your warm up before you begin the presentation.

If you watched the news or listened to some of the different radio broadcast concerning this issue on your car radio on the way to the prospects home or office you are well on your way to gaining good report with your prospect.

Never just make it up while you go as the customer may well be way ahead of you. The quickest way to loose a customer permanently that I know of is to get caught up in a lie.

They will never believe you again if you wing it, embellish the truth or lie while trying to make a sale.

On the other hand, good or bad if you shoot from the hip and tell the truth even if the truth hurts; in most cases the customer will appreciate this and be more apt to go along with you.

When the customer agrees with what you are saying then he or she will be convinced that you know what you are talking about when you go through the presentation of benefits of your product.

The customers agree because you are on the same wave length with the prospect as to what ever was on their mind or in the news that day.

Make no mistake about it, people as a rule only buy from the folks they trust.

If you think about it the same goes for you to. If you don't trust the individual you are about to do business with, there is no way you are going to give him or her your personal information or a check.

Instead you are going to tell them that you cannot afford it or some such when they try to close the order.

Your customers are the same, you can talk until you are blue in the face but if the prospects don't trust or believe you they are simply not going to buy from you.

On the other hand if they do trust you and you have convinced them that you understand their problems and how to fix them they will not only buy what you are selling but pay a reasonable price for your goods as well.

This is the reason I write so many articles on appearance and attitude. Your appearance and attitude also go along ways toward building your credibility with the customer. If your appearance and attitude does not go along with the credibility you are trying to establish all of your hard work goes down the drain and you have to start all over with a new prospect.

So selling for the most part is simply a matter of building report with the customer by establishing credibility during your visit with the customer.

Then with the proper follow through you can close the sale and go on to earn a decent living.

Thank you,

Billy J Gibson

For more information on becoming an accomplished sales producer please check out the following page on my website.

http://www.thesellingfool.com/basics_of_selling.html