Credibility comes from respect: the prospect respects your approach, your company, your appearance, and/or your mannerisms. Credibility comes from trust: the prospect trusts what you have to say; trusts your company; trusts you. Credibility comes from delivering wanted results: the prospect believes you can deliver what s/he wants; the prospect sees from your presentation s/he will get desired results; or your past performances suggest you’ll deliver wanted results again. Failure in any one of respect, trust and/or results and you’ll have little to no credibility.
Read more at C-Level Relationship Selling – Establishing Credibility - The Magic of All Sales Relationships
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