DDriving Criving CDDriving Criving Cuustomer Engstomer Enguustomer Engstomer Engaagemengemenaagemengementt tt On theOn other the other hand, h ayond,ur yocuustor cmusertosm anerds theand colle the ccolletive cetivexperie experience onf ce of your yoorguran orgizaantioniza ctionarry c marryuch m muchore m woreeight weight and creandd icrebilitdyi.b Ailitftery. A afterll, th ae ll, the stories of success and value are rooted in those experiences. So how do stories of success and value are rooted in those experiences. So how do you shift the burden of credibility? Easy. Phrase your talk track in the con - you shift the burden of credibility? Easy. Phrase your talk track in the con - text ofte xthet of people the people to w hoto mw hothem c thered icbreilitydib bilityelong belongs. Stas.rt Sstaayirtn sga yithingng things s like “liOkure “cOuursto cmustoersm heraves hcaonsistentlyve consistently foun dfo thunadt .th . a.”t or. . “.”Wh or a“tWh wea’tv e we’ve seen stieenme atinmde ti amnde tiagmae ina igsa . .in .” is . . .” NoteN thatote thethat po thesitioning positioning of the of secon the second phrdas phre isas sueb istle su bbutlet i mbuportt imaportnt. ant. By saByingy sa yingwe in weste adins teofad I, yoofu I , iyonvou kien votheke collective the collective experience experience of yo ofur your organizorgaationniza. tion. WhileWhile this concept seems simple, this concept seems simple, it requires it requires practic prea.ctic Wee’re. W seo’ reus sedo uto sed to sharinshga oriunrg per ousron perals perspectiveonal perspectives thats phrthaat siphrnga storiessing stories in the in cont the econtxt of ext of anotheranother’s experie’s experience isn socem isethi somnethig yonug n yoeedu n toeed get to in get the in h theabit h ofab doiit ofn g doing in custoin cmustoer-fmacinger-fa sitcingua tiosituanstio. ns. 3. Cultivate a challenger mentality.3. Cultivate a challenger mentality. I’ve aI’lwave ysalwa beeysn b aee fann a of fan the of C thehalle Cnhgeralle nsagerles samleethos mdethoologydology beca ubsece ause it’s bait’ses dba osend theon premisethe premise that , thasa t,a assa lesa saprofeles professionsalsio, younal, youofte n often knowkno morew more about ab theout l athetes tl atretesntd tres anndds iannsightsd insights in your in yourfield fielthand thyouanr your custocmuserstom doers. Whether do. Whether we’re w lookinge’re looking to bu toy a b neuyw a suneitw, asu citar, ,a or c aar ,piec or ae piece of tecofhn teologchnyolog, moys,t m ofo usts oflooki us nlookig ton bug toy a bu prody a uprodct oru ctservice or service rely o relyn th oe n the expertiseexpertise of a s ofale as personsalesperson to help to helpguid egui ourde p oururc hapusrec.ha Thsaet. ’sTh at’s why, when why, when professional credi professional credibility is a block to sales, it helps to remind your team bility is a block to sales, it helps to remind your team that they, with the collective wisdom of your customers and organization that they, with the collective wisdom of your customers and organization behind them, are indeed experts. behind them, are indeed experts. If you’re selling a marketing automation solution, for example, ask If you’re selling a marketing automation solution, for example, ask yourselfyou horselfw homawny ma timnyes ti yomesur yocustour cmustoer hmaser purch has purchased aase sold uatio solnu litioke n like yoursyo verurssu vers hosuws homawny ma ofny the ofm the yomu andyou yoandur yoorguran orgizaantioizna htioaven hsaolved. sold. I’m wI’illingm w illingto bet to the bet a thedvan advtagean tsaitsge s qusitsa relysqu aonrely yo onur yosiduer. sGidivinge. Giving your your teamte thisam perspective this perspective will give will thegivem the them m theojo m theyojo theyneed n toee cdonne to connect witch t with confideconfidence. nce. Secret #3: Lead with WhatSecret #3: Lead with What You Believe You Believe On SeptemOn September 2b0er, 220130, 2, 013at 2:, 30at 2:a.m.,30 a.m.,tech tewcriterh w riterStewa Stert waWolpirt Wn olpin arriveadrrive at thed a tApple the Apple flags hipflag storeship store on Fifth on FifthAven Aueve innue Ne iwn NYorkew CYorkity. HiCits y. His 6161 6161