Brag About Yourself

How do you build credibility with your customers?  Do you tell illustrative stories describing the problem, the solution, and the outcome?  Do you provide customer recommendations?  How about third party written publications in books, magazines, newsletters, and other print media?  

Credibility can make or break a deal before it even gets started.  Whether we like it or not, people judge, people stereotype, and people like routine.  To break that routine and to make it past the stereotypes and pre-judgments, sales professionals need to instill credibility to comfort the customer.  Only then, can the closing process begin.  Yes, the closing process.  The sales process began when you stuck out your hand, said hello, and woke up this morning.  How you sell yourself is in attitude, appearance, and knowledge.  However, it is the outward attributes that people see first.  Therefore, people are very much visual creatures.  What this means, is that illustrative stories play to this idea of visualization, and are important to build credibility.  Be a story teller.

Scott

Scott Kueny
Ticor Title Company of California
820 N. Mountain Ave., Ste. 100
Upland, CA 91786