If you could offer one piece of great sales advice what would that be?

I would ask if you are “believable”? Your answer will provide the advice you’re looking for.

How important is being “believable” when you’re selling? It’s not only important; it’s one of the most vital thing. The number one killer that will stop a salesperson dead in their tracks, even the really confident ones, is their inability to instill trust in their customers.

Being believable is not just getting people to follow you – it’s also their willingness and peace of mind during the process.

Being “believable” is easier to achieve when you truly believe in what you are selling – so sell something or be a part of a business that you truly believe in. A great way to develop your believability is to engage in “believable” activities outside of your chosen profession.

Sales training exercise: Next time you’re at the supermarket doing your grocery shopping, volunteer to carry someone’s bags to their car for them. I guarantee your request will be met with hesitation and even some trepidation. The natural response to such a request would be the obvious, “I’m okay thanks” or “What’s the catch?”.

But there is no catch! All you’re doing is offering to help someone in some way without reward or recognition. How you overcome the other person’s reaction (if fearful) to your offer to help them, is how you train yourself to be believable.

If you are genuine about helping others, you need to develop a way-of-being that enables you to cut through your customers fear and get to a mutual place of trust so you can add real value and benefits.

Remember: Training yourself to be believable only works if you are genuine about helping others. Imposters need not worry themselves with this type of activity.

Contributing to others without repayment is not only rewarding in itself, it helps you develop your inner belief. So when it comes to selling, quite simply, believe in yourself.

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Trent Leyshan is the founder and CEO of BOOM Sales! a leading sales training and sales development specialist. He is also the creator of The NAKED Salesman, BOOMOLOGY! RetroService, and the Empathy Selling Process.