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Get And Use Sales Testimonials As A Powerful Way To Sell

In this uncertain economy, you must approach every prospect with what I call “Absolute Certainty”. Your prospect must be absolutely certain that, 1) there is a problem they need to solve, 2) your product will solve the problem, 3) your solution is cost justified. Meet that need with this advice on w get and use sales testimonials.

Remove all doubt about these three points and you’ll sell more in any economy. Sales testimonials are a great way to accomplish this task. Here is some advice on how to get and use sales testimonials.

How To Get Sales Testimonials

Here is an unsolicited sales testimonial someone posted on one of my YouTube sales training videos,

“I’m in the mortgage business and I search Youtube for NLP techniques, sales speakers, etc… and this 3 minute video helped me far more than any of them. Thank you a million times!!!”

Is there anything I can say to draw your attention to this sales training video that is more powerful than this testimonial? I should also mention that the testimonial made my day! I only thing I did to get that sales testimonial was produce quality work. That’s how to get sales testimonials.

How To Get Sales Testimonials By Request

When someone compliments your work, there is nothing wrong with asking for a testimonial. Here are a few points I want to cover about how to get sales testimonials by request.

1) Get your client’s permission in writing so that you are allowed to use their sales testimonial.

2) The sales testimonial should be on your client’s letterhead.

3) Insure your client signs the sales testimonial.

Sales Testimonials Video

How To Use Sales Testimonials

You may be wondering how you can control what your customer writes in their sales testimonial. The answer is easy, write it yourself. Consider it a service you’re performing for your busy client. Don’t go overboard and make a strong point of encouraging your client to edit the testimonial as they see fit. Anything less is totally unacceptable. Also, give your client the sales testimonial on a disc so they can easily make their revisions and print it on their letterhead. When it comes to sales testimonials, these are key sales techniques.

Structure the sales testimonial as follows,

1) Conditions prior to using your product

2) Benefits enjoyed after using your product

3) Recommendation to others about getting these benefits

I rely on unsolicited testimonials to get prospects interested in my sales training programs. Testimonials are a powerful way to sell your product and generate “Absolute Certainty” during these uncertain times. That’s how I use sales testimonials.

One word of caution, a phony testimonial can be spotted a mile away. Did you ever see a testimonial like this?

” Greatest product I ever used.”
Sam B. New York

Where is Sam’s last name? How can I search “Sam B. New York” on the Internet to insure the accuracy of the testimonial? A testimonial like that generates more doubt than trust. That’s no way to uses sales testimonials.

Insure all your sales testimonials are accurate and genuine.  Also, insure your prospect will stand by the testimonial and is willing to be a reference for you. That’s the proper way to use sales testimonials.

Start using testimonials to grow your business. Testimonials will help you sell more by removing any doubt about your product or service. I hope this advice on how to get and use sales testimonials will benefit you and increase your business.

To your sales success!

Nick Moreno, Sales Coach

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Tags: prospecting, sales, Selling, techniques, testimonials, training