When your inside sales team contacts executives, they must quickly speak of the solution and then the three critical questions that will help build your sales credibility:

  1. Why it?
  2. Why now?
  3. Why from us?

If any of these three questions yields ineffective answers, the sales effort will likely end at that point of the conversation. Like the interwoven links on a bracelet, each question depends on the others for building your sales credibility. Executives cannot defend their business decisions unless all three are satisfied.

One way to address these questions is through a series of strategy cards.

  • The calendar card (why consider now)
  • The location card (we are close-by and can service your system better)
  • The cost savings card (there are multiple way we can reduce your equipment, headcount, energy and space cost, etc.)

Strategy cards can be very useful and are an exclusive offering from OMAIUSA. A full set (of 30+ strategy cards) will be available for purchase soon online. Improve upon your sales team services to your client base with the necessary tools to get the job done. There are a million blog and sales team websites, but few are offering the real day to day tools needed to improve upon your teams work.

Executives by nature can listen, think and question simultaneously. This mental dexterity requires an inside sales team  to anticipate, listen, evaluate, and respond in similar simultaneous fashion.

Being successful in sales and building your sales credibility is not easy. It takes:

  • Experience
  • Intellect
  • Salesmanship
  • Humility

…and a lot of hard work and practice to hone your skills and be as effective as possible in your daily conversations.

KEEP WORKING AT IT.

If you want to build your sales credibility it’s going to take time. Stick to your plan but be mindful that people are going to throw you curveballs every day. Be prepared with a set of strategy cards so you have answers ready to go when needed and decide what is the overall message you want to convey?

Author Details
Ray Lichtman received his BS from Rensselaer Polytech in 1966 and his MBA from Columbia University in 1968. After a career spanning 24 years with IBM as a Senior Marketing Representative for new business he formed OMAIUSA and has been the CEO for the last 25 years. Ray is focused on helping technology and consulting firms expand revenue and market share while optimizing staff performance.
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CEO OMAIUSA
Ray Lichtman received his BS from Rensselaer Polytech in 1966 and his MBA from Columbia University in 1968. After a career spanning 24 years with IBM as a Senior Marketing Representative for new business he formed OMAIUSA and has been the CEO for the last 25 years. Ray is focused on helping technology and consulting firms expand revenue and market share while optimizing staff performance.