The way you sell is often more important than what you sell. The effectiveness of your sales is largely influenced by how credible customers see you. So if you do not seem credible, your sales will not be successful. Learn to increase your credibility by a few steps published on Blogs.salesforce.com.
1) Adapt your solution to the concrete customer
More important than knowing what solutions you provide is to knowing your customer really well and adapting to his or her needs. So be focused on customer problems.
2) Be aware that customers can easily find information
Keep in mind that a customer has probably already found out some information about your offer on your websites. So it is not enough to communicate the value of your product. Demonstrate added value, for example, by bringing market insights to your customers. Knowledge will increase your credibility.
3) Do not rely on marketing materials
If you overload your customers with marketing materials, they will perceive you as a salesperson who is not able to add some value. Try to bring new points of view in addition to marketing materials.
4) Realize that the final decision does not depend on one person
Buyers cooperate with more than one part of their companies before they make the final decision to buy or not. They need support and expertise from many people. You should meet expectations of all parties connected with the purchase. Try to explain the connection between product attributes. It will increase your credibility.
5) Do not ask a wrong question
Imagine you have an appointment with the person who influences company buying decisions. (S)he has taken time out of her busy day to meet with you because (s) he is just trying to solve a business problem. Starting the conversation with a question about what keeps her up at night, is a fatal mistake. You who should know about the problems. You should bring opinions and experiences you have gleaned while cooperating with other companies. Otherwise, you will lose your credibility.
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