In person or over the phone, windows of attention are typically slammed shut in less than 5 seconds. by Sam Parker (sales expert and bestselling author). A specific statement sounds more believable: 1.35 million people enjoy using our widgets. But the thing we love most about this sales voicemail script is the closing line. I’d love to say you only need to learn a few tricks. ~ Chip and Dan Heath A little credibility doesn't hurt.) There’s one last section that you want to put into your sales letter or marketing email…your credibility statement. Workout 5: Credibility Statements Build Credibility on Sales Calls "You can practice shooting eight hours a day, but if your technique is wrong, then all you become is very good at shooting the wrong way. Instead of just asking their customer to give them a call back, their sales team sends a follow-up email—and encourages people to … You create the perception of credibility by being in the media or authoring something. But writing credible copy requires hard work, creativity, and copywriting skills. 34, No. 1, pp. This method, however, does require an extensive time commitment. You can, and should, influence those perceptions. In contrast, a specific statement sounds more believable. Boost your credibility with specificity. When you are capable and able to deliver yet lack the credibility talking points of more experienced brethren, manufacture it. (Again, drop some names. Journal of Personal Selling & Sales Management: Vol. The sales prospect decides if you are credible for their own reasons. This statement is a 30-60 second description of who you are (as a company) and what you do. Nothing is more important to prospecting (other than actually doing it) than the quality of your opening statement. Our objective is to improve bottom line results by maximizing the performance of sales teams. We have worked with more than 1,200 clients to date. Opening Statements. Generic statements sound like marketing blurb. 1. ... and a subject-matter expert with extensive credibility. If the origin of the communication is untrustworthy, then the oracle emitting the commitment is indistinguishable from the cacophony erupting from any other orifice. It then presents a financial case - invest 'x' to get 'y'. Here is an example of my unique value opening statement: My company is Performance Based Results. ... I’d love to tell you that improving the credibility of your sales copy is easy. (2014). Get the fundamentals down and the level of everything you do will rise." In fact, one of the most powerful factors for building credibility are the messages you send on a regular basis. It begins with a credibility statement, which infers the method and basic proposition. –Michael Jordan (…) concrete details don’t just lend credibility to the authorities who provide them; they lend credibility to the idea itself. It is important to establish credibility and authenticity in marketing messaging as a basis for any and all marketing materials. Credibility comes from a number of sources. For sales people who are more logical and rational than warm and friendly, the guru approach might be best. The impact of salesperson credibility-building statements on later stages of the sales encounter. 19-32. Sell Smarter® with SalesFuel intelligence for hiring, coaching, prospecting, sales enablement and building credibility with buyers Senior decision-makers are primarily concerned with return on investment and will need to see some data that helps them assess this. Prospecting, sales enablement and building credibility with buyers ( 2014 ): my company is Performance Based Results the. Sam Parker ( sales expert and bestselling author ) investment and will need to see some data helps! What you do will rise. those perceptions last section that you want to put your... 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