How Important is Credibility to the Sales Process?

Maybe the right question is: how do customers define credibility? The issue is that customers can’t see someone’s good intentions; they only see the results. This is the big issue when it comes to credibility and why  oftentimes there is a disconnect between a salesperson and the customer.
A salesperson can have the best intentions but still fail to deliver. It can be a big issue when a salesperson allows their assumptions to drive the customer’s expectations.
Bad assumptions destroy credibility! Ask any customer service department what their biggest struggle is and this is what they will tell you. This happens when the customer’s expectations do not line up with what is actually being delivered. Frequently, all of this plays out when the salesperson fails to identify the customer’s exact expectations.
Watch this 7-minute video interview I had with business growth coach and sales strategist, Meridith Elliott Powell: https://youtu.be/X563mEnl9_s
The impact of credibility shows