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.