chapter 18
Credibility
Credibility derives from the Latin credo, which means ‘I believe’. You need to be believable to sell. Some people call it gravitas. Buyers are watching out for this quality when they meet you. Believability is communicated in a number of ways and, depending on your role and the context for your influencing, there will be specific things that you can do to demonstrate and build your credibility in a sales function.
Whereas confidence is something you can feel inside and see its outward manifestation, credibility is different in that it is the perception of you by other people that is important. So, you need to create an ...
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