One of the quickest ways to leave a bad initial impression is to forget who you are talking to and why. We in sales spend a lot of time making sure decision-makers understand our goods and services, but then we fail to quickly connect those solutions to someone else's needs.
This information imbalance becomes apparent during introductions. Whether initiated by a referral or a cold call, you have limited time to quickly establish yourself as a trusted resource. To keep the conversation going, you need to spend the bulk of time discovering business issues, not reciting your resume.
That's why good sales training includes ample time helping sales and marketing professionals create a compelling -- and concise -- credibility statement. When done well, you can quickly gain the attention of a busy executive who likes what they hear or read.
Click here to read the rest of the blog to understand what should go into a credibility statement.