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In your recent phone seminar on handling objections, you talked about using "Proof" like letters of recommendation and testimonials. How do you get them?

by Dave Kahle

The short answer is that you ask for them. That's overly simple, however. It's a bit more complicated than that. First, make sure that your customers are satisfied with the product or service you sold them. So, shortly after experiencing your product, call for an appointment and visit the customer. Ask them if the product or service did what was expected. Find out how well they like it, and what impact they are seeing on their business. Take notes during this time, and write down, word-for-word, the comments that you customers make.

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Assuming your customers are happy with what you sold them, ask, "If I could make it very easy for you to write a little letter of recommendation, would you?" If you hear a yes, then offer to write the letter, using the customer's words (which you have noted), and deliver it to them. All you customers have to do is sign it and give it back to you.

Borrow a couple pieces of letter head, write the letter as if it were from the customer, using the words that you collected, and bring it back to the customer. He signs it, and bingo, you have a letter of recommendation.

There is an additional fringe benefit. You also gain some additional currency with the original customer, who is flattered that you asked him/her to write the letter.

Do this a few times, and before long you'll have a folder full of "proof."

Dave Kahle has trained tens of thousands of B2B salespeople, sales managers and business owners to be more effective in the 21st Century economy. He's authored nine books, and presented in 47 states and seven countries. To access Dave's training, insights and tools online, visit The Sales Resource Center. Visit www.davekahle.com to check out a seminar near you.

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