Question

When is it more effective to establish credibility and demonstrate capability in the sales cycle?

a) Early in the sales cycle
b) Midway through the sales cycle
c) Toward the end of the sales process
d) It doesn't matter when

Answer 1

Establishing credibility and demonstrating capability is most effective early in the sales cycle.

Step-by-step explanation:

In the sales cycle, establishing credibility and demonstrating capability is most effective early in the sales cycle. This is because it allows the salesperson to build trust and establish a strong foundation for the rest of the sales process. By establishing credibility and demonstrating capability early on, the salesperson can address any doubts or concerns the customer may have and provide reassurance that they are the right solution provider.

For example, if a salesperson begins by showcasing their expertise and sharing success stories of previous customers, it creates a positive impression and increases the likelihood of the customer considering their offering.

Toward the end of the sales process, credibility and capability are still important, but by this point, the salesperson has already built a relationship with the customer and addressed their concerns. At this stage, it may be more about reinforcing the customer's confidence in the solution and addressing any final questions or objections they may have.