Source: eGrabber Newsletters
Any business prospect or decision maker would want to work with smart sales persons who have a good understanding of their business. In the current business climate, they would not want to waste time with those who are otherwise.
Here are 2 ways to get them to rapidly make positive judgments about you as well as your company’s credibility in the marketplace.
- Show them that you thoroughly researched their company: When prospects know that you’ve invested time in understanding their business prior to the meeting, your credibility immediately rises. Make sure to highlight any piece of information that you found relevant.
- Mention how you solved similar business problems: The more your experience with comparable companies, the better it is for your credibility. State in specific terms, the business objectives you helped your other clients achieve.
By establishing your credibility at the start, you can easily advance through the sales cycle.
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