In person or over the phone, windows of attention are typically slammed shut in less than 5 seconds. This method, however, does require an extensive time commitment. (2014). ~ Chip and Dan Heath You can, and should, influence those perceptions. For sales people who are more logical and rational than warm and friendly, the guru approach might be best. Journal of Personal Selling & Sales Management: Vol. ... and a subject-matter expert with extensive credibility. A little credibility doesn't hurt.) 1. When you are capable and able to deliver yet lack the credibility talking points of more experienced brethren, manufacture it. But the thing we love most about this sales voicemail script is the closing line. by Sam Parker (sales expert and bestselling author). There’s one last section that you want to put into your sales letter or marketing email…your credibility statement. The sales prospect decides if you are credible for their own reasons. 34, No. We have worked with more than 1,200 clients to date. Credibility comes from a number of sources. 19-32. Instead of just asking their customer to give them a call back, their sales team sends a follow-up email—and encourages people to … Senior decision-makers are primarily concerned with return on investment and will need to see some data that helps them assess this. 1, pp. Generic statements sound like marketing blurb. It is important to establish credibility and authenticity in marketing messaging as a basis for any and all marketing materials. Nothing is more important to prospecting (other than actually doing it) than the quality of your opening statement. In fact, one of the most powerful factors for building credibility are the messages you send on a regular basis. Our objective is to improve bottom line results by maximizing the performance of sales teams. In contrast, a specific statement sounds more believable. I’d love to say you only need to learn a few tricks. –Michael Jordan Get the fundamentals down and the level of everything you do will rise." The impact of salesperson credibility-building statements on later stages of the sales encounter. ... I’d love to tell you that improving the credibility of your sales copy is easy. Sell Smarter® with SalesFuel intelligence for hiring, coaching, prospecting, sales enablement and building credibility with buyers Workout 5: Credibility Statements Build Credibility on Sales Calls "You can practice shooting eight hours a day, but if your technique is wrong, then all you become is very good at shooting the wrong way. (Again, drop some names. It begins with a credibility statement, which infers the method and basic proposition. Here is an example of my unique value opening statement: My company is Performance Based Results. 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