C-Level Sales Training Tip 14 - Credibility Is the Magic for Selling to C-Level Executives

Credibility is the key ingredient to gain someones support and to get you what you want from that person

. If youve got it with someone, youll have easy access to that person and s/he will readily share information with you. If you dont, youll get excuses, put-offs and go nowhere slowly. Credibility is between you and the other person. Having credibility with one person doesnt mean you automatically have it with others in his or her company, department or group. It must be attained, individual by individual. Many people I coach feel that since they have good credibility with their main contacts, they have credibility with others. This is a big mistake and usually leads to bad surprises and lost orders, The essential elements for credibility are respect, trust and results. These must be your focus to develop credibility with someone. Does the person respect you? Does s/he trust you? Can s/he believe you will deliver the results s/he wants? If so you will have credibility with this person and their support for that area of credibility. If not, youll have a tough time working with this person. Then, youll have to determine how youll get that person to respect you, trust you, and believe you can deliver desired results if you want his or her support? Since credibility is the basis behind a sale and a relationship with someone, you must strategize beforehand how to gain respect, develop trust, and show you can deliver results starting with the first hello. Although this sounds rigorous it can be very easy and go quickly. For example, to gain respect; be on time, dress appropriately, briefly explain your education/experience, be attentive. To develop trust; ask questions about the individual, listen, repeat back what was said, use references. To show you can deliver result; show you understand, provide focused answers to their questions, do whats asked, show similar results youve delivered for others, no hedging, take responsibility. However, these are not one-size-fits-all tasks. You must decide how you will behave, respond and deliver for the specific individual you will meet. This requires thinking, gathering info, planning and/or preparing before your visits. Credibility can be transferred to you from someone who has credibility with the executive, etc. you want to meet. This is the best and easiest way to get started with someone. However, transferred credibility can get you in the door, but it is yours to lose the minute you open your mouth. So prepare your approach in order to gain his or her respect, earn trust, and show you can deliver results. Transferred credibility is very powerful, especially with C-Levels and powerful people. It is far easier to transfer downward to subordinates and outwards to associates than to go upwards to bosses. This is why developing C-level relationships is so important. With it youll be able to get-to anyone youd like. But to get-to the leaders, youll have to ask the subordinates to introduce you to their bosses, i.e. transfer their credibility. There is a process for this to work smoothly. Otherwise, it can easily backfire. Transferred credibility is the fast lane to developing credibility and high level relationships. Get those on your Golden Network to set-up your meetings. Ask them to also help you prepare your strategy to gain respect, trust and show results with this new executive or influential person. Then work your plan. Once youve succeeded, ask this new executive to network you to others and repeat the cycle over and over and over. Along this line, your companys credibility is another form of transferred credibility. It can possibly get you in the door, but again, company credibility is yours to lose the second you open youre your mouth. Again, to succeed youll have to develop your own credibility. There are 6 stage of credibility. 1. Meet with you, 2. Answer your questions, 3. Listen to you, 4. Believe you, 5. Buy from you, 6. Use you as a resource? Failure to reach a stage means you fell short in respect, trust or results at the previous level. For example, if they listened to your presentation, but are not believing it enough to move on, you did something (or not) to either lose their respect, not trust you, or to cause concern that you can deliver their desired results, -- or some combination of each. Therefore, youll have to figure out what you did or didnt do, and then go back and try to correct it. Common Situation A Weak Professional Opening Most people are shy about establishing credibility up-front or asking someone to use their credibility to set-up an introduction. Credibility does not happen automatically and most will not make a bold effort to build the respect, the trust and the results necessary to develop credibility. Resulting Problem Losing the Exec at Hello Your prospect is skeptical, yet polite, and blows you off, never calls back, or doesnt help you move forward with the sales process. Check Yourself Score: 4=Always; 3=Most Times; 2=Usually; 1=Sometimes; 0=Never 1. When you meet a powerful executive, are you anxious to present the capabilities of your company? _________ 2. Do you probe extensively before you present to learn and understand problems, concerns and the situation before you present? __________ 3. Do you feedback to show you understand their desires before you present and use references of satisfied customers? ___________ Score: 2 + 3 1 5 or more is good. Less that 5 means you need to work on respect, trust and results. And now I invite you to learn more. Learn how to gain respect, build trust and show you can deliver results within minutes. Its all in this E-Book Establishing Credibility The Magic That Makes a Relationship Its has 7 pages of narratives that describe how to build credibility; 5 strategies and tactic to use immediately; plus actions and worksheets to prepare you to Take It to the Streets in your own style. Learn what to say, how to say it, and with whom to say it. It all at http://sammanfer.com/manual/indvebook.htm While youre on that webpage, grab your FREE BONUS E-Book -- Getting Past Gatekeepers and Handling Blockers

C-Level Sales Training Tip 14 - Credibility Is the Magic for Selling to C-Level Executives

By: Sam Manfer

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