Remember who the cred belongs to
Posted: Tue Jan 28, 2025 5:51 am
Here are 3 simple tips:
1.
Write your stories down
Chances are, if you’ve been in business even for a little while, you have some happy customers — customers for whom your solution has delivered value. These customer stories are your greatest source of credibility in a sales cycle, yet you’d be surprised how rarely these stories are written down or memorialized in the form of case studies, white papers, or testimonial videos. If you want your reps to be credible, they need to know these stories intimately.
Don’t just write them down and make sure they read them; take them to task! Have them rattle their stories off to you in a poised, confident, storytelling manner.
Have them be very clear about the value realized taiwan telegram data and the lessons both your organization and the customer learned along the way. The better they are at telling these stories, the more credible they’ll be, the more value they’ll add to the customer, and the more calls they’ll make to high-level stakeholders.
2.
As I talk about in Chapter 6 of my book (Page 176: How to Architect Your Discovery Conversations for Maximum Success), if you are new to sales, new to your company, young, or otherwise less experienced, chances are you have little personal credibility with your customers.
That’s why saying things like “What I’ve found is… ” or “I think…” carry little weight (I call this the “I-phrasing” trap). Unless you’re Oprah or Bill Gates, no one cares what YOU think!
On the other hand, your customers and the collective experience of your organization carry much more weight and credibility. After all, the stories of success and value are rooted in those experiences. So how do you shift the burden of credibility? Easy. Phrase your talk track in the context of the people to whom the credit belongs.
1.
Write your stories down
Chances are, if you’ve been in business even for a little while, you have some happy customers — customers for whom your solution has delivered value. These customer stories are your greatest source of credibility in a sales cycle, yet you’d be surprised how rarely these stories are written down or memorialized in the form of case studies, white papers, or testimonial videos. If you want your reps to be credible, they need to know these stories intimately.
Don’t just write them down and make sure they read them; take them to task! Have them rattle their stories off to you in a poised, confident, storytelling manner.
Have them be very clear about the value realized taiwan telegram data and the lessons both your organization and the customer learned along the way. The better they are at telling these stories, the more credible they’ll be, the more value they’ll add to the customer, and the more calls they’ll make to high-level stakeholders.
2.
As I talk about in Chapter 6 of my book (Page 176: How to Architect Your Discovery Conversations for Maximum Success), if you are new to sales, new to your company, young, or otherwise less experienced, chances are you have little personal credibility with your customers.
That’s why saying things like “What I’ve found is… ” or “I think…” carry little weight (I call this the “I-phrasing” trap). Unless you’re Oprah or Bill Gates, no one cares what YOU think!
On the other hand, your customers and the collective experience of your organization carry much more weight and credibility. After all, the stories of success and value are rooted in those experiences. So how do you shift the burden of credibility? Easy. Phrase your talk track in the context of the people to whom the credit belongs.