Discovery Conversations for Maximum

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But as I talk about in Chapter 6 of my book (Page 176: How to Architect You Success), if you are new to sales, new to your company, young, or otherwise less experienced, chances are you have little personal credibility with your customers. That’s why saying things like “What I’ve found is… ” or “I think…” carry little weight (I call this the “I-phrasing” trap). Unless you’re Oprah or Bill Gates, no one cares what YOU think! On the other hand, your customers and the collective experience of your organization carry much more weight and credibility.



This means, when responding to competitive questions, it’s much pakistan cell phone number list more powerful to invoke that credibility in your talk track. For example: “Well, customers that evaluated both solutions and ultimately chose us said it was because…” “There have been a number of customers who recently made the switch from them to us and what they told us was…” “If you look at the reviews of both products on third-party sites like G2 and TrustRadius, one of the trends you’ll notice is…” “Gartner just released their latest magic quadrant report for our space and what they called out was…” Helpful video: How to speak with credibility when you have none 4.