Fact one: In selling, relationship is the name of the game. Fact two: Credibility constitutes the underlying foundation of a strong and lasting buyer-seller relationship. Is the quality of your trustworthiness on a par with your company’s products and service? Do your customers have faith in you as an ethical and honorable professional? Try the following quiz, then score your CQ at the end.

YES NO
1. Do you level with the buyer when your product isn’t right for the job,even if it costs you an order? ___ ___
2. Do you readily assume responsibility when you make a mistake? ___ ___
3. Can you count on most of your customers for referrals? —___ ___
4. Do customers rely on you as a good source of information? ___ ___
5. Would you steer a customer to a competitor who can fulfill a need betterthan you? ___ ___
6. Do prospects and customers confide their problems to you? ___ ___
7. Do you engage in objective self-evaluation regularly? ___ ___
8. Do you view a promise as a sacred obligation? ___ ___
9. Do you interact with customers on a human as well as a business level;are they convinced that you care about them personally? —___ ___
10. Do you enjoy a high degree of customer loyalty? ___ ___
Total number of YES answers: –____
Your CQ Rating: Is your credibility strong enough to ensure a good lasting relationship with most customers? Nine or 10 YES answers qualify you as highly believable; 7 or 8 is better than average; below 7 is shaky. Less than 5? Seek another kind of employment.