Do Your Salespeople Build or Lose Credibility?

Posted by Dave Kurlan on Fri, Jul 24, 2009 @ 06:07 AM

I received an email from the president of a telemarketing service in which he talked about:

  • the history of his firm
  • the success of his firm
  • the effectiveness of his firm's telemarketers at getting appointments with senior leaders
  • the cost-effectiveness of his service
  • the training of his people
  • the ability to customize their scripts to our offering
  • the certainty he had that this would work for us
  • his ability to prove that they could add value to our ability to meet with senior leaders.

Wow.  How impressive.  Only two questions came to mind:

  1. How did he know he could be so successful in marketing our services to our market?
  2. If they were so good at calling senior leaders to generate interest and schedule appointments, and he could prove it, why didn't he call instead of using email? 

In a training session I delivered this week, one well-meaning salesperson said he had a quick point and went on to talk for quite a while before I pointed out that this wasn't a quick point.

Your salespeople lose all credibility when their actions and behavior are not consistent with their claims.

Think about your salespeople for a moment.  Are they consistent (actions support words and vice versa) with you?  If you find inconsistencies with any of them, the inconsistencies with their prospects, customers and clients are likely to be even more severe.

(c) Copyright 2009 Dave Kurlan

Topics: Dave Kurlan, sales management, credibility, salespeople

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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