This is a good question to ask as a sales person, and I mean ask yourself.  Do you believe? And more importantly, do you believe yourself?  I’m not asking, do you believe in yourself?  Rather, I’m asking when you are selling your customers; do you believe what you are saying?  Do you believe you, yourself? 

If not, you can see it a mile away.  Did you know that up to 70% of communication is non-verbal?  When the customer is thinking “I just don’t know about this” they are picking up on your non-verbal cues.  Your eyes, your posture, your tone of voice all negates what you are saying. 

What’s the remedy?  Here are 3 concise steps to take in establishing credibility

• Tell the truth 
• Mentally work through the sales process find where there are logical inconsistencies
• Get the facts.  Don’t assume anything

Be the person your customers can believe.  It will make all the difference in the world.