Final answer:
To establish credibility early in a sales call, a salesperson should focus on highlighting their credentials, providing evidence of their expertise, and actively engaging with the prospect.
Step-by-step explanation:
To establish credibility early in a sales call, a salesperson should focus on several key strategies. First, they should highlight their credentials, experience, and knowledge on the topic to demonstrate their authority. This can be done by briefly mentioning their background in the industry or any relevant achievements. Second, the salesperson should provide evidence of their expertise by citing reliable sources or sharing relevant statistics. This helps to establish credibility and show that they are knowledgeable about the product or service being offered. Finally, the salesperson should listen actively to the prospect and show genuine interest in their needs and concerns. By asking open-ended questions and actively engaging with the prospect, the salesperson can build trust and credibility.