Building Credibility With Your Prospects: Session 2

by Scott Anschuetz on September 8, 2010 · 0 comments

in Business,Media,Planning4Profit,Sales,Value Selling

How many times in your career as a salesperson have you come across prospects with this attitude: “I don’t know you, I don’t know your company. I don’t know your products or solutions, and I don’t know why I would ever NEED to.” Sound familiar?

How much time do we have to establish credibility with a prospect? Not much – often as little as two minutes. How can we do that? We must first overcome the label of “salesperson.” The best way to do this is a well-articulated reference story – view this video to find out how to write a 30-second infomercial for yourself – a personal reference story to establish credibility.

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With more than 20 years of direct sales, sales management and leadership experience, including consistent top achiever, Scott Anschuetz leads, coaches and motivates sales forces. He combines an accomplished track record of achievement with real world practical applications in leading Visualize, the company he founded in 2003. Visualize delivers excellence and results for the sales teams at: Avaya, Biz360, Citrix, Kana, Mercury Interactive, newScale, Onyx, salesforce.com, Siemens, Motorola, SuccessFactors, Telus and others. Scott holds a Bachelor of Science in Marketing from Oakland University.

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