The first thing buyers do when you try to sell to them is to assess the risk of doing business with you.
The #1 reason buyers don’t purchase from you is: their perception of the risk of doing business with you is greater than their perception of your credibility. One of the biggest mistakes sales people make is chasing sales where a buyer’s perception of the risk of doing business with them is above your point on the Credibility Curve™.
In order for you to make the sale, the buyer needs to believe that you and your company’s credibility is greater than their perception of the risk of doing business with you. To maximize your selling opportunities, you can raise your credibility with the buyer and/or lower the buyer’s perception of the risk of doing business with you.
Three ways to learn more about the Credibility Curve:
- Read our posts related to the Credibility Curve
- Learn how to prevent your competition from being called with First Call Effectiveness
- Learn the secrets of Trigger Event Selling
Contact me to learn simple strategies that will help you reduce the buyer’s perception of the risk of buying from you and increase the buyer’s perception of your credibility.
