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Build trust through credibility from "summary" of SPIN® -Selling by Neil Rackham
In the world of selling, trust is a critical component of any successful interaction. Without trust, it is nearly impossible to build strong relationships with customers and ultimately close deals. One key way to establish trust with customers is through credibility. Credibility is the foundation upon which trust is built. Credibility can be defined as the quality of being believable or trustworthy. In a sales context, credibility is about demonstrating to customers that you are knowledgeable, reliable, and competent in your field. When customers perceive you as credible, they are more likely to trust you and feel confident in your ability to deliver on your promises. To build credibility with customers, it is important to focus on three key areas: expertise, honesty, and consistency. Expertise involves demonstrating your knowledge and ...
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