Remember, you are the expert, so act like you are!

I often hear salespeople and account managers lack a sense of authority and that sends an unwanted message.

Remember, when you are in a selling situation or you have a client, they are looking for you to help, they need a problem solved,… so stay in charge.  Be in control and you will convey confidence and get much better results.  I have heard salespeople say things like – “Let me ask my manager, since it’s the end of the month…”  Or a client service rep doesn’t have the answer and conveys a lack of basic knowledge….

Your client is looking to you for answers so it’s a credibility issue.  Be prepared, work out those conversations offline, not with the prospect.  Your behavior, your tone, your attitude all send a message.  You are in control of this so manage your communication since so much is out of your control.

Brick