Are You a Trusted Advisor? How Salespeople Harm Their Credibility Every Day

Speaker

C. lee smith
Founder and CEO of SalesFuel, Global Sales Credibility Authority
Webinar Recording Details
  • Date and Time
    Wed, Nov 03, 2021 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.
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Handouts


Description

Did you know that only 1 in 4 North Americans views salespeople as credible in what they say and do? Almost every sales organization attempts to qualify prospects, but they should be giving equal consideration to how buyers qualify (or disqualify) them. It's much more than just price and product.

SalesCred® author C. Lee Smith will share insights from his Amazon bestseller and share fresh data from his firm's latest "Voice of the Buyer" study of 1,330 B2B decision-makers, including:
  • What type of salespeople rank at the bottom of the list for perceived credibility with only 20% of consumers strongly agreeing or agreeing they are credible
  • How to build credibility with each prospect and account using The Hierarchy of Sales Credibility, a 5-layer framework that allows you to see where you are on the credibility hierarchy and what you need to do next to get to the next level
  • Examples of how salespeople harm their credibility with the little things they do and say every day

Credibility is a pre-requisite to earning trust or being thought of as a "trusted advisor." This session will enlighten both sales managers and salespeople on what credibility is, the role it plays in sales, and how they can enhance their credibility in the five areas of the hierarchy.

Live attendees will also get an electronic version of Lee's book "SalesCred: How Buyers Qualify Sellers."

About C. Lee Smith

C. Lee Smith is a nationally-recognized authority on business credibility, trust and influence. He is the CEO of SalesFuel and the author of SalesCred: How Buyers Qualify Sellers. As the creator of the SalesCred® sales training program, he empowers sales teams and business leaders nationwide with innovative strategies for sales intelligence, leadership development, and leveraging consumer behavior research. 

Lee is also a Certified Behavioral Analyst and a key architect behind the TeamTrait® comprehensive sales assessment test platform. His hands-on approach to sales performance - combining deep expertise in behavioral analysis with actionable client insights - helps organizations build high-performing, trustworthy sales teams. 

Lee also co-hosts Manage Smarter, recognized as the #1 sales management podcast and a Top 10 resource for business managers, equipping professionals with the tools they need to succeed in today’s AI-powered sales environment.


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