The Leadership Japan Series By Dale Carnegie Training Japan

japan.dalecarnegie.com   Credibility Is King in Sales Salespeople are carrying around a lot of baggage with them when they visit clients.  The smooth talking, dodgy sales person trying to con us, is the folkloric villain of the piece.  Reversing that doubt and hesitation is critical to gaining acceptance as a valuable business partner for the client.  This entire problem is magnified when we meet the client for the first time.  Because they don’t know us, their default position is one of caution and doubt.  We have all grown up being rewarded for being risk averse and so we are resistant to change.  The new salesperson represents “change” – asking the client to buy something new or to change suppliers.  We need to break through that mental protective wall erected by the client and establish trust and credibility, so we can properly serve them. Great – but how do we do that?  Try crafting a Credibility Statement.  This is a succinct summary that will grab the attention of the client and help to reduce their r