Expand Tips from the Experts – Paul Filart

paul

Paul Filart, Expand Account Executive, paul.filart@expandmedia.com

Hi, my name is Paul Filart and I’m the Expand Account Executive for the Pacific Northwest.

In our line of work in sales and marketing, credibility is everything. Read my post about how the success of a sales professional is hinged on credibility and the importance of selling products that are trustworthy, reliable and dependable.

If you have any questions, please feel free to contact me. I can be reached at paul.filart@expandmedia.com or (203) 870-2029.


Credibly in Sales and Marketing

Why is credibility so important? Stephen Denny sums it up nicely for me in his book Killing Giants:

“Trust is built on credibility, and credibility comes from acting in other’s interests before your own.”

It all Starts with Credibility
The root word of credibility is “cred”, which means, “to believe”. I communicate my belief in a product, and it inspires the same feeling in my clients. The key to this “cred” is integrity. A person of integrity is someone who does what he or she says and says what he or she means. When a meeting is set, this person is there at the right time. When he says he’ll get back to you, he’ll get back to you. When he commits to a project due date, he does everything in his control to meet that due date.

It’s all about Them
Credibility doesn’t happen overnight. It’s something that I have to earn; and it takes time, patience, and consistency to build. It takes discipline in follow-up and follow-through to establish it.  It comes from a combination of factors – an excellent product, an established company, outstanding customer service, and by faithfully representing my client’s needs and earning a reputation for being “customer/client first”. It’s not just about selling a product but actually taking time to find out more about the need. It means working on weekends. Sometimes it means coordinating with production even before that first cup of coffee! Oftentimes, for me, it involves making several pit stops during a 3 hour drive to answer a client’s question. A fast response time goes a long way.

Trust is Gained. Loyalty is returned.
While the “vetting” process is sometimes lengthy, good clients are always worth it. I stay the course and once I’ve earned their trust, I’m no longer just a sales person but have become a partner. Partners who know that their interests are of utmost importance don’t hesitate to reach out when they have a need. They understand that I’ve got their back, and that I’m here for the long haul. Even when things aren’t always perfect or don’t go as planned, they continue to choose me… choose us.

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One thought on “Expand Tips from the Experts – Paul Filart

  1. Hey Paul, this hits the nail on the head! I am going to share with many of my client’s sales teams. I want to show them the true value of trusting the Expand Brand.

    Liked by 1 person

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