Examples of How Salespeople Lose Credibility with Their Prospects

Posted by Dave Kurlan on Sun, Oct 28, 2018 @ 23:10 PM

credibility

You probably thought I would write a world series article but there wasn't much tension or anxiety in this series as the Sox dominated.  So instead of an epic baseball related article, you're going to read about trust and credibility.

Most salespeople know the importance of establishing trust and sometimes overcompensate to achieve it.  However, when salespeople lose credibility, the most likely scenario is for their prospects to buy from someone else and this happens much more often than you might think.  Data from Objective Management Group's (OMG) evaluations and assessments of 1.8 million salespeople tell us that only 38% of all salespeople establish trust and even the top 5% are only able to bump that number to 54%. 

trust-1

That could explain a lot of lost sales, but why? 

It is very easy to demonstrate this by using the current political atmosphere as an example.

Before we begin, I am a registered independent and have voted for both democrat and republican candidates in the past 3 presidential elections, There is no need to read between the lines, twist my words, or turn this into a political platform.  I shared ugliness from both sides of the political spectrum proportionately.

Do you remember the 2016 presidential campaign when a 2005 video of Trump emerged with him saying that he could grab women's genitals?  Most politicians and pundits condemned him, his words and his actions.  At the time, CNN had a couple of Trump surrogates fighting an uphill battle each night as the panels were usually stacked with pro-Hillary voices.   On that night, rather than joining the crowd and condemning Trump's actions, they defended him and lost ALL credibility.  Nobody would listen to them again and they were eventually fired.  All they had to do was say that they agreed with everyone else on the panel and shut up. They could go back to fighting the good fight on another night and they might have even garnered some additional support for being so realistic and honest.  But that's not the path they chose to take.

Things were equally mind-blowing this past week after the serial package bomber and synagogue shooter were both apprehended.  FOX had a couple of democrat strategists who, rather than blaming the bomber and the shooter, put the blame squarely on Trump, as if he had recruited them to act on his behalf.  As with the previous example, they lost all credibility when, if they had only chosen common sense over party, they would have maintained credibility and the opportunity to get viewers to listen to their other opinions.  It was a completely different story over at CNN and MSNBC where their viewers would have surely applauded any guest who blamed Trump for the evil that took place last week.

Which finally brings us to selling.

Your prospects will usually be on one side of your argument or the other.  There's not really any such thing as down the middle because everyone has an opinion.  Whether it's your approach to solutions, product design, services, technology, pricing, timing, delivery or customer service, you won't be credible If you take the view that is opposite of what they believe.  Period.  CNN is the most trusted name in news - as long as you agree with their 24x7 anti-Trump narrative.  FOX is fair and balanced - as long as you only watch the three shows that are actually fair and balanced; because the others definitely lean to the right of center.

So how do you appear credible to a prospect who:

Loves one of your competitors? You need to love them too.

Loves a different product?  You need to love it too.

Loves a different technology?  You need to love it too.

Loves a different price?  You need to love it too.

Love it - at least initially.  At least long enough to lower their resistance.  At least long enough for them to find you credible.  At least until they are willing to listen to an alternate message.

Go Red Sox.

Image Copyright iStock Photos

Topics: Donald Trump, kavanagh, cnn, fox news, Dave Kurlan, trust, credibility

A Sales Expert's Take on Who is Most Deplorable

Posted by Dave Kurlan on Mon, Sep 19, 2016 @ 06:09 AM

deplorable.jpg

I was home recovering from a bout of asthmatic bronchitis last week and I got a chance to watch some news shows on television.  That's when I realized how incredibly angry I am about the 2016 US presidential election!

Earlier this month I broke the business rule about not talking about religion when I revealed that God was my greatest secret of sales success.  I thought I might be criticized but instead I received dozens of supportive and encouraging emails.  So, if I can break that rule, why not go one step further and break the rule about politics too?  Specifically, I want to share my opinion on who is the most deplorable and who this entrepreneur/sales expert will support in November. I'll probably lose some readers.  I'm sure the trolls will find me and have their say.  But I'm willing to take that chance because what is taking place right now is completely crazy!

I'll start with Hillary.  I don't like her,  I don't like what she has done, and I don't like the prospects for business if she becomes the next president.  Her policies are bad for business and since this is a business Blog, I'll stick with that.

Donald is next.  I don't like him either but I do love what he stands for.  He stands for change, he's from the outside and he knows how to get things done.  His policies will create jobs so a Trump presidency will be good for businesses.  I'll stick with that.  By the way, back in May I wrote about the Rise of Trump for LinkedIn (a sales article, not an article in support of Trump).

So who is most deplorable?  Hillary has done some pretty deplorable things.  Trump has said some deplorable things.  But if you want to know who is the most deplorable, it's not them. It's the media.

You probably don't have the time or inclination to watch a Trump or Clinton campaign speech.  You might simply be reading headlines or getting little sound bites each day. That's what the media wants because your lack of attention allows the Washington Post, CNN and MSNBC, the biggest Clinton supporters, to take Trump's sound bites out of context and create some powerful anti-Trump headlines that make him out to be a racist.  The Washington Post writes opinion pieces based on these sound bites and every one of those articles is written to make sure we have the appropriate amount of hate for Trump and assure that Clinton gets elected.  CNN puts a political panel together - usually three Clinton supporters who talk about how horrible Donald Trump is. Two Trump supporters are then asked for their responses but are rarely allowed to actually state their opinions.  The hosts cut them off, badger and bully them, and try to make them say what the hosts want them to say.  Don't believe me?

Watch Don Lemon of CNN refuse to let Corey Lewandowski talk,

Watch Chris Matthews of MSNBC bully Rudy Giuliani. 

Watch Don Lemon badger Kellyann Conway on CNN.

And yes, Fox News will sometimes do the same thing - letting Trump supporters speak while shutting down Clinton supporters.  but as you can see in the comments below, this article proves that Fox was anti-Trump throughout the primaries.

When those same media outlets had the opportunity to press Clinton on the email scandal, they simply reported on it. You didn't read opinion pieces in the Washington Post, and CNN and MSNBC kept asking why we were still talking about it.  "Let's move on!" they said.

This is really scary.  This article shows that Google, Apple, Instagram and Twitter are manipulating searches to hide negative Clinton information.  And this is probably the most revealing information of all.  This video proves that the internet is manipulating what you read about Hillary and Donald.

I really don't care which candidate you support and I hope you don't care which candidate I support.  

On the other hand, I really hope you care that the media has so much power to change the narrative.  Last week, CNN's polls showed that Trump had taken the lead over Clinton both nationally and in some swing states.  But CNN spun that around and instead of talking about Trump's momentum, they talked about how he can't possibly win and what it will take to stop him.

Here's an example that is so fresh I'm sure most of you saw it or read it. Trump recently suggested that if Hillary is anti-gun, then perhaps her bodyguards should be disarmed.  If you heard the entire context for his comment then you would know that he was saying that if bad guys are the only ones with guns then we will be in even more trouble than we are now.  The media turned that into Trump's second call for violence against Hillary.  And yes, the same thing happened the first time.  Seriously, the media has put more words into his mouth than there is pollution in the Ohio River.

Today, new polls show Trump increasing his national lead to 7 points and being just one state away from the presidency.  However the NY Times shows Hillary with a 2 point lead.  How can that be?  They are reporting on poll results from 2 weeks ago and not including Gary Johnson in the results!  

When I was growing up, the media consisted of radio, television, newspapers and magazines.  Reporters reported on the story - they weren't part of the story.  Today, the media extends to everything on the Internet they are forcing their agenda on the American people.  It's propoganda, which I wrote about in July on LinkedIn

So I will cast my vote for Donald Trump because he represents what America needs, even if America doesn't particularly like him and the media is hell bent on keeping him out of office.  

Topics: Donald Trump, hillary clinton, media, Dave Kurlan, cnn, msnbc, washington post, don lemon, chris matthews

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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 and this one for 2017. Read more about Dave.

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