Encourages prospects to put their trust in your ability to deliver by learning from the three ways that the best salespeople demonstrate expertise.
Expertise is an important part of relationship based selling because it encourages prospects to put their trust in your ability to deliver based on your knowledge not only of your own organization’s products and services, but of your industry and the prospect’s own needs. The best salespeople demonstrate expertise by developing a process that works efficiently for them while also working efficiently for the leads, prospects, and customers they are trying to reach. Learn from the three ways that the best salespeople demonstrate expertise.
The best salespeople reach out to the media and the internet to demonstrate expertise through exposure in the marketplace. This allows the best salespeople to reach potential leads and prospects who are not yet in the sales process but easily could be – especially when the best salespeople demonstrate expertise successfully and encourage inbound business. Ways that the best sales people use strategic placement to demonstrate expertise publicly include:
Social proof is when a claim or assertion is backed up by others. References and referrals are the strongest form of social proof that the best salespeople can show. This is because references and referrals demonstrate expertise and build trust in the sales person by showing that the salesperson knows his or her business and is willing to go the extra mile to ensure that a customer is ultimately satisfied. All prospects want to have a salesperson like that on their side. To imitate the success of the best salespeople be sure to develop your own references and referrals and demonstrate expertise by:
Few things demonstrate expertise at first glance like an official certification or credential from a recognized association or training program. The best salespeople know this and pursue the certifications and credentials that are most meaningful to their careers for the enjoyment of continued learning as well as for the professional benefits. These certifications and credentials can be used to further demonstrate expertise by:
To succeed in sales, it is necessary to demonstrate expertise. The best salespeople have mastered the methods of demonstrating expertise to prospects and clients. Follow their example and begin demonstrating your expertise to reach your sales goals.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.