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Gain Credibility While Selling Dale Carnegie Training ® The Coach's Corner Quick Success Tips from the Carnegie Coach Before you gain trust, you have to be viewed as a credible person. Here are a few ways that you can increase your credibility with your prospects during sales calls. 1. Give general benefits – Cite general benefits your company provides that relate to the buyer's needs, wants and issues. Prepare and research the prospect before you communicate with them. When you present the ideas it will show that you were interested in helping the prospect not just making money. 2. Be specific - Give results of how past clients have benefited. Talk specifically about return on investment. Instead of saying that "This product improves efficiency," say "Company XYZ started using this product last year, since then they have saved $500,000." 3. Suggest similar benefits – If a company is going through the same issues as previous companies, tell them. Since you have already given general benefits and then given specific examples it is logical to tie them together. 4. Don't sell - Focus on the buyer. By knowing the wants, interests and needs of the prospective client, giving specific examples of results, and then connecting them together, you are appealing logically to a client. Make the logical connection and the prospect will know you are not just another sales person By: Steve Bobowski, CEO, Dale Carnegie Training If you have business related questions or would like advice on other workplace issues, visit our web site at www.sewis.dalecarnegie.com or email us at payton.stevens@dalecarnegie.com. (c) Dale Carnegie & Associates, Inc. 2006. All Rights Reserved. Dale Carnegie Courses Milwaukee – Wednesdays, Jan 27 - Mar 16, 6:00pm - 9:30pm Neenah – Tuesdays, Jan 12 - Mar 1, 6:00pm - 9:30pm Green Bay – Thursdays, Jan 28 - Mar 17, 6:00pm - 9:30pm Appleton – Mondays, Mar 7 - Mar 21, 8:00am - 5:00pm Sales Advantage Milwaukee – Saturdays, Apr 23 - Jun 11, 8:00am - 11:30am Leadership Training for Managers Appleton – Wednesdays, Feb 7 - Feb 17, 8:00am - 5:00pm High Impact Presentations Appleton – Tuesday, Mar 15 - Wednesday, Mar 16, 8:00am - 5:00pm UPCOMING COURSES REGISTRATION AND INFORMATION Payton.Stevens@dalecarnegie.com | www.sewis.dalecarnegie.com | 414.771.3200