is often the experience of sales people, buyers'
are becoming more knowledgeable about the products
& solutions they need. Similarly, due to increasing
availability of information, they have become
become more careful about the 'sales-talk' &
don't get carried away.
is becoming increasingly important ( &
difficult ! ) for a salesperson to be 'Believable'.
So in this challenging scenario, what should the
sales person do?
1: First step is to have confidence in;
The product you propose to sell &
The organisation you represent.
said than done ! But how does one develop confidence
? Its nothing unique..... let's see what are sources
If you recognise and believe that you can
solve customer's problem by yourself (&
or with the help of others), you will feel
If you realise, one need not have to solve
the problem or answer a difficult question
immediately on the spot, you will feel confident.
When you believe you will do your best to
help the customer, you will feel confident.
&, If you share the truth in the best
interest of the customer, you will be confident.
2: On having the confidence, Sell
yourself to be more believable !
Go beyond normal sales-talk, refer specific customer
success stories, that prove your & the ability
of the organisation you represent. When you learn
of the actual customer experience behind the claims
you sell, you too will have much deeper conviction
to your beliefs. Next time a customer questions
your 'sales-talk', you will be able to back it
with real proof - your customer's success stories.
The most important: your buyer will be more convinced
due to your consistency of belief in your products
Step 3: Develop credibility.
Credibility comes from Depth & consistence
of your behaviour.
Sales person should ask himself; how strong is
my conviction in the organisation's ability to
deliver on the promises. It is observed that the
experienced sales person are more effective. They
have developed deeper conviction in the products'
capability & what their organisation can do
(or cannot do ! ). When a sales person
speaks the truth & he is confident of being
right, it shows thro' his behaviour, eye contact,
his voice, type of words he uses. Similarly, if
he is uncertain (or worse, lying knowingly) it
shows thro' as well. Believe me buyers are getting
smarter every day!
times, I had found myself in a situation for which,
neither was I trained nor qualified. The 3 sources
of confidence & conviction helped me to gain
the client's trust (& in many cases a long