You probably thought I would write a world series article but there wasn’t much tension or anxiety in this series as the Sox dominated. So instead of an epic baseball related article, you’re going to read about trust and credibility.
Most salespeople know the importance of establishing trust and sometimes overcompensate to achieve it. However, when salespeople lose credibility, the most likely scenario is for their prospects to buy from someone else and this happens much more often than you might think. Data from Objective Management Group’s (OMG) evaluations and assessments of 1.8 million salespeople tell us that only 38% of all salespeople establish trust and even the top 5% are only able to bump that number to 54%.
That could explain a lot of lost sales, but why?
It is very easy to demonstrate this by using the current political atmosphere as an example.