SalesCred: How Buyers Qualify Sellers
C. Lee Smith
In sales, there’s a lot of talk about qualifying the buyer. What’s the lead scoring say? Are they a marketing-qualified lead or a sales-qualified lead? Do they fit our ideal customer profile?
This is exactly BACKWARDS. Instead, you should be talking about how the buyer qualifies (and disqualifies) the seller. What determines who they invite to compete for the business?
Who do they call or email back? And who they share sensitive business information with?
This is the importance of Sales Credibility – the quality all salespeople must have before you can ever “earn trust” and become a “trusted advisor.”
This book reveals how salespeople build (and lose) credibility with the things you say and do every day. You’ll learn the secrets of building your sales credibility, so you can attract higher-value accounts, gain greater access to the real decision-makers, and sell from a position of strength. It also gives you the leverage to avoid dropping your price when budget is hard to come by.
SalesCred(TM) introduces the Hierarchy of Sales Credibility(TM) which is a 5-layer framework that allows you to see where you are on the credibility hierarchy and what you need to do next to get to the next level. The hierarchy is a roadmap which will help you be seen by sales prospects in the most credible light possible.
This book also enlightens sales managers on the new definition of credibility, the role it plays in sales, and how they can improve their team’s credibility for higher performance.
C. Lee Smith is the Sales Credibility Expert. For more than thirty years, he has helped salespeople leverage critical insights that enable them to acquire, develop, and retain their best customers by building their professional credibility in what they say and do every day.
He is the CEO and founder of SalesFuel®, a sales intelligence firm that has been recognized as one of the Top 10 Sales Enablement providers worldwide by Selling Power magazine.
Lee is one of a select few certified advisors worldwide for sales consultant Jeffrey Gitomer and was personally recognized as one of the Leading Sales Consultants by Selling Power magazine.
In addition to being a bestselling author and popular keynote speaker, he is also a C-Suite Network Advisor for sales leadership and co-host of the popular Manage SmarterTM podcast.
Lee is the creator of AdMall®, the leading sales intelligence platform for local me- dia sales and digital marketing professionals. He is also the creator of the Sales- Fuel HIRE and SalesFuel COACH SaaS platforms for hiring and coaching your best sales talent.
He is also a certified professional behavioral analyst with expertise in consumer be- havior, as well as the destructive impact that toxic employees have on your sales team.
Lee is a graduate of Ohio University, with a certificate in executive leadership from Cornell University.
When he’s not in the office, Lee can be found on his bike, riding with his peloton, The Honey Badgers, and crushing long-distance rides to raise money for cancer research.