Saturday, June 4, 2011

Credibility Statement

How to Build Credibility?

Credibility Statement
Set the tone for a professional, friendly discussion with a plan for your communication. This is true whether you are communicating through marketing material, by phone, fax, email, or in person. Say something that will enhance your image as a problem solver and business consultant. This should be brief, not more than one minute. Whenever possible, these should be tailored to each buyer, based on your pre-approach.

Elements of Credibility Statement

1. Mission

State your company's mission as briefly as possible, less than ten words is ideal. If your company does not have one, create your own. Some aspects of good mission statements or this might be:

- Brief and memorable

- Creative language

- Affirm what you do for your clients

- Capture imagination

Examples: "We bring good things to life" (General Electric) "We preserve memories" (photo processing) "We create wealth" (financial planning) "We build and retain business relationships" (training)

2. Results

This is the heart of the credibility statement. Cite specific results you have helped your clients achieve. The more specific you are, the more convincing you will be. To do this, you have to know your customers well, and how they are benefiting from doing business with you. Some guidelines for citing results:

- Be accurate. This is not the time to overstate capabilities.

- Be specific. Use dollars, percentages, cost savings, time saved.

- Be precise. 23.2% is more credible than 25%.

- Use your clients name if you have permission and they are respected.

3. Understate

Don't promise miraculous results. The buyer may be thinking their company is different, their situation unique, or that you are exaggerating. The best way to overcome their initial doubt is to understate.

Examples: " I can't promise you these results until I know more about your needs." "You may find your results would be higher, lower, or none at all" "You may be able to see a similar return on your investment."

4. Advance

Now you should have earned the attention of the buyer. They rarely hear salespeople say we can't promise them the world. The last step is to advance to the next level of the sale. We need to ask questions to see if we have a solution for them. This is a good time to start moving the buyer to "yes." Ask permission to advance the sale.

Examples: "To see whether we might have a solution for you, may I ask a few questions? "
"Can I get some details from you to see if we have a fit? " "Would you tell me some of your needs that I have not seen from your web site?"

Dale Carnegie's Best Selling Books:


Service Tax Registration Delhi on May 12, 2014 at 10:56 PM said...

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