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How Salespeople Can Create Instant Believability And Credibility With Their Customers - Articles Surfing
It pays to be specific. I believe that statement is true. If it is true, why do so many salespeople pepper their sales presentations with phrases of generalities? There are two primary reasons. One is habit and the other is instinct.
So many people in and out of sales speak in generalities.
It's really hard to pin them down for the details. If speaking in generalities comes so naturally to so many people - it has to be instinctive.
In sales it's tempting to impress new and prospective customers. One of the ways salespeople do this is with their product and service presentations. These presentations often include references to the following:
When the time is right to begin talking about yourproducts you'd be a fool not talk about these things. But for some inexplicable reason salespeople usually follow a similar path. Let's review this list and see how salespeople tend to use all of the above during a sales presentation.
Do you notice what all these statements have in common? All of the numbers cited end in a zero. Zeros seldom add credibility. In fact, they detract from it. Salespeople tend to feel more secure when they're not pinned down by the specifics. Generalities make you feel good, but they don't make you sound good.
It takes a great deal of self-discipline and determination to speak with any degree of specificity. Here's an example that has repeated itself many times. Whenever I conduct an on-site sales training program (usually one-half day) I always provide the decision-maker, because he's usually the one who introduces me, with a prepared introduction.
It's exactly what I want him to say and it also takes the pressure off him to improvise something at the last minute.
The last three lines of my introduction are:
All the introducer has to do is read the introduction. Here's how the last three lines are often delivered. He has worked with over 400 different organizations. Last year more than 60% of his business was repeat business.
Jim Meisenheimer, Inc. has increased sales every year he's been in business. Ironically, even with a written script the generalities come bubbling to the surface.
Let's try it one more time and see if you can sense the difference.
Okay, let's wrap it up. Think about these five questions.
You can do all of these things and more if you trade-in your generalities for more specifics. Specifics are more credible and believable than generalities.
Simply stated, you'll become more believable and credible as soon as you become more specific.
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Copyright © 1995 - Photius Coutsoukis (All Rights Reserved).
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