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

Subscribe via Email

View All 1,850 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for nine 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

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile


Receive new articles via email
 to the Blog on your Kindle 



Most Recent Articles


Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee




Top 50 most innovative sales bloggers


Hubspot Top 25 Blogs



Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader