How to be viewed as a credible colleague

In How you make the sale the following items are recommended to be viewed as a credible collegue:

• Does this sales person listen to me when i talk?
• Is this sales person willing to get to know me before trying to sell me?
• Am i a human being or another sales target?
• Does this person know what he is talking about?
  • Their own products and applications?
  • Competitors products and applications?
  • The differences between the two?
  • Advantages and disadvantages?
• Does this person move the process along at a pace that feels comfortable to me?

Building trust through listening

• Tell the truth without shading it as an advantage
• Listen carefully to the customers problems
• Question closely so that you can explore the full buying condition
• Respect the customers desires and constraints
• Educate the customers, share your knowledge
• Partner with the customer
• Shape a solution that solves the customers problem