Question and Answer
Q. In your seminar on handling objections, you talked about using “Proof” like letters of recommendation and testimonials. How do you get them?
A. The short answer is that you ask for them. That’s overly simple, however. It’s a bit more complicated. First, make sure 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 made by your customers.
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 your customers have to do is sign it and give it back to you.
Borrow a couple pieces of letterhead, 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 is one of the world’s leading sales authorities. He’s written ten books, presented in 47 states and ten countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His most recent book, How to Sell Anything to Anyone Anytime has been named one of the “five best business books,” by three international entities.
The Sales Resource Center® contains 455 audio and video training programs for sales people, sales managers, and Chief Sales Officers.
Related Resources
