The Real DealBuilding Credibility and How Authenticity Will Drive Sales Success David Parks

VP of Business Development

CredibilityAuthenticity

Activity

Blue – who?

Participant Poll

Where do you think your clients and prospects see you?

- As a ‘trusted adviser’. 23%

- As a ‘vendor’. 14%

- Somewhere in between. 63%

Credibility

SALESIt’s the second oldest profession, often

confused with the first.

Characteristics ofAdmired Leader

Source Credibility

Honest 88%

Forward Looking 71%

Inspiring 65%

Competent 66%

Trustworthy

Dynamism

Expertise

VISION

Leadership = Credibility + Vision

Source: The Leadership Challenge by Jim Kouzes and Barry Posner

The Credibility Bank

Credit Actions

Debit Actions

DWYSWD

So ….. . . . tell me what you know about

our company?

Participant Poll

Why Do Salespeople Fail? (people can choose more than 1 answer

here)

- Improper training in both product and sales skills 41%

- Poor verbal and written communications skills 45%

- Poor or problematic boss or management 17%

- Attitude 56%

Answers

Why Do Salespeople Fail?

- Improper training in both product and sales skills 15%

- Poor verbal and written communications skills 20%

- Poor or problematic boss or management 15%

- Attitude 50%

Source: Exceptional Selling – How the best connect and win in high stake sales. Jeff Thull

EBS=

Equal Business Stature

Ready, willing and able to play on the same level as the

person across the table.

Participant Poll

Why Do Prospects Push Back?

- keeping vendor’s at arms-length makes for better decision making. 23%

- dealing with incompetent salespeople has resulted in their building up defense mechanisms. 75%

The Trust AlarmThe amygdala works largely on pattern recognition based upon past experiences.

If people have “learned” to mistrust salespeople. If you

- look like one

- sound like one

- and act like one

then according to the amygdala,

you must be one.

Authenticity

When you show up every day as

your very best, true self then you become a magnet for

other like minded people who are naturally attracted to your

offering.Paige Arnof-Fenn, Columnist for Entrepreneur and CEO of Mavens & Moguls.

Excerpted from article titled: The Real Thing: Why Authenticity Rules

Sine Cera

Activity

Invest time up front to discover the impact you can make

In fact, you wouldn’t even pursue business with a company unless you had a good sense that you can make a substantial impact. This means you

target specific firms where you suspect that there’s a good fit between your expertise and their needs.

Jill KonrathSelling To Big Companies

Credible Conversations

that lead to successful sales start

with symptoms, not solutions.

Like doctors, we have to diagnose before we prescribe.

Your follow-up habits and skills are responsible for

80% of your sales.

Jeffrey Gitomer The Sales Bible

1. Did Not Listen to Me

2. Did Not Understand My Needs

3. Did Not Respond to My Requests and Correspondences in a Timely Manner

4. Did Not Convince Me of the Value I Would Receive from Using His/Her Services

5. Did Not Craft a Compelling Solution to My Needs

6. Talked Too Much

7. Had No Personal Chemistry with Me

8. Was Overzealous in Trying to Win My Business

9. Seemed to Lack Enthusiasm for Winning My Business

10. Lacked Professionalism

10 Things I Hate About You

How Clients Buy: Benchmark on Marketing and Selling from the Client Prospective. Wellesley Hills Group.2007.

Contact: David Parks

415-383-7500 or davidparks@bluepointleadership.com

www.bluepointleadership.com