Establish Credibility With Unexpected Technique
When you meet with a prospect for the first time your credibility is low and their fear or apprehension of doing business with you is high. This is not to say you have bad credit . . . you just don't have credit.
Imagine a "see-saw" - your end of the see-saw (where you are sitting) is on the low end, touching the ground - representative of low credibility. The customer is on the high-end representing their high-level of fear or apprehension of doing business with you. Your objective is to raise your level of credibility . . . and to the degree you are able to raise your credibility, their fear will be lowered in the same proportion.
An easy, simple technique for achieving this is to Confess your weakness.
When someone, unsolicited, confesses a weakness, we tend to think of that person as having a high level of integrity. When we are the ones that table the weakness, we are better positioned to recast it as a potential strength.
Remember Ronald Reagan's retort in the Presidential Debate for his re-election . . . he knew his age was an issue for some voters? Remember how he recast it? "I want you to know that also I will not make age an issue of this campaign. I am not going to exploit, for political purposes, my opponent's youth and inexperience".
This is but one of the 12 Triggers of Persuasion.