Sales Credibility: How Buyers Qualify You by C. Lee Smith | Live with Bottleneck

On this episode of Live with Bottleneck, our guest C. Lee Smith talks about sales credibility and how buyers can add to your qualifications. He will talk about taking back some of the power, credibility, and leverage that salespeople give away in order to cement a sale.

C. Lee Smith is the founder and CEO of SalesFuel, a firm based in Ohio. They leverage critical insights to enable the acquisition, development, and retention of employees and customers.

He has more than 30 years of experience in sales and sales management, and he has been recognized as one of the top sales consultants worldwide by Selling Power Magazine.

If you’re interested to know more about sales credibility and how buyers can qualify you, stay tuned to this episode.

Who Is C. Lee Smith?

Aside from being the founder and CEO of SalesFuel, Lee is also a Certified Professional Behavioral Analyst. He is also a keynote speaker and co-host of the Manage Smarter podcast.

He has also written a book entitled SalesCred: How Buyers Qualify Sellers, which is an Amazon bestseller. Lastly. he is the creator of the CoachFeed sales micro coaching platform.

Lee believes that salespeople can take back some of their credence and make their buyers qualify them.

C. Lee Smith on Sales Credibility

Lee talks about credibility as how others view you as a salesperson even before you see them. It is what unlocks the sales process, and it’s what makes buyers return calls or emails.

Credibility allows a salesperson to ask questions that will lead to a sale. If a salesperson knows not to express that making a sale is just a way to make the quota, then they’ve already passed a part of the test.

“Having sales credibility will earn a person some long-term success. A salesperson with the proper mindset will not only make a sale, but businesses they come into contact with will be scrambling for a purchase. ” – C. Lee Smith

Basically, the more credibility a salesperson has, the easier the following sales transactions are.

How Buyers Qualify You

Buyers look for credentials. It’s not just about the salesperson’s education, but more about what certifications they have, what training programs they’ve undergone, and so on. The more successful transactions, the more qualified and appealing a salesperson becomes.

If a person is known not just by how many successful sales they’ve made, but how they are a great problem-solver, that’s already a step up. Lee also says that there is a way for salespeople to not make every sale sound like it’s just about the money.

Basically, a salesperson can make the business they’re helping help them first. An email reply or callback here and a great testimonial there is already a notch on the salesperson’s belt. The business is unknowingly helping the salesperson build their credentials, and become even more qualified in the sales process.

For more information about C. Lee Smith, what sales credibility is and how buyers can qualify you, continue listening to this episode.


C. Lee Smith is the founder and CEO of SalesFuel, an Ohio-based firm that leverages critical insights to enable the acquisition, development, and retention of top employees and customers. Lee has more than 30 years of experience in sales and sales management and is recognized as one of the world’s leading sales consultants by Selling Power Magazine.

In addition to being a lifelong salesperson, Lee is a Certified Professional Behavioral Analyst, keynote speaker, and co-host of the popular Manage Smarter podcast. He is also the author of the Amazon bestseller SalesCred: How Buyers Qualify Sellers and the creator of the new CoachFeed sales micro coaching platform.

Connect with C. Lee Smith!

Website | Safesfuel | Email | LinkedIn

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Jaime Jay

About Jaime Jay

Meet Jaime Jay – a man who wears many hats, and wears them all admirably. He's a master connector, an entrepreneur extraordinaire, and a published author who knows how to get things done.

Before he found his way to the business world, Jaime served his country as a brave paratrooper in the U.S. Army. But that's just the beginning of his many accomplishments.

He's the founder of the renowned Bottleneck Distant Assistant Services firm, and his book "Quit Repeating Yourself" has become a must-read for entrepreneurs everywhere.

When he's not busy building his empire, you can find him on his beloved Harley Davidson, cruising through the countryside and taking in the invigorating effects of Uitwaaien – a Dutch practice that involves facing the wind to boost health and relieve stress.

He enjoys spending his free time outside building stuff with his wife, Nikita the dog and their two kittens (for now at least) Tommy and Tater.

He is ‘over-the-moon’ happily married to his wonderful wife Sara, his amazing daughter, Jessica, who is serving our country as a United States Army soldier. Jaime and Sara are the proud grand parents of two beautiful little girls.


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