You ever get on a sales call, and the prospect doesn’t take you seriously?
They doubt everything you say. They ask, “Why should I trust you?” They treat you like some random guy selling something instead of an expert.
That’s because you haven’t built authority.
What Is Authority in Sales?
Authority is the difference between chasing and attracting.
When you have authority, people listen when you speak. They don’t question your pricing. They trust you before you even say a word.
When you don’t have authority, you’re just another salesperson trying to convince them. And convincing is exhausting.
3 Ways to Build Authority Fast in Sales Calls
1. Control the Frame (Be the Doctor, Not the Salesman)
Most salespeople act like desperate vendors:
“Hey, just following up!”
“What do you think about the offer?”
“Would you be open to a quick chat?”
That’s how low-status people talk. Instead, you need to frame yourself as the expert diagnosing their problem—just like a doctor.
🔹 Example:Weak: “Would you be interested in this service?” (Sounds desperate.)
Strong: “Based on what you told me, it sounds like you’re struggling with X. Is that correct?” (You’re leading.)
Doctors don’t chase patients—they diagnose and prescribe. Sales is the same.
2. Use Case Studies & Social Proof (Show, Don’t Tell)
Authority isn’t what you say about yourself—it’s what others say about you.
Instead of saying, “I’m the best,” show proof:
“We helped [client] grow from X to Y in 60 days.”
“Over 100 businesses have implemented this with huge success.”
“Here’s a case study of a business just like yours.”
People trust proof, not promises.
3. Charge More (Yes, Really)
Ever notice how the cheapest offers get the most pushback?
That’s because price = perceived value. If you’re charging low prices, people assume you’re low quality.
🔹 Example:
A $200 program? “Meh, must not be that great.”
A $5,000 program? “Damn, this must be valuable.”
The higher the price, the higher the authority. Charge what you’re worth.
Instant Authority = Easier Sales
When you build authority:
✅ Prospects take you seriously.
✅ You don’t have to chase.
✅ You close way more deals.
Authority isn’t given—it’s taken. Start taking yours today.