Greetings!
Happy Tuesday! So how has your attitude been this past week!? It's a great time to be alive; a time with challenges and opportunities that will make us stronger in mind, body, spirit -- and attitude!!
This week we are going to look at something that will make your sales life stronger, a little easier and quite a bit more profitable. This week we will look at the power of using testimonials in our sales process. If you are already using them, you will appreciate the review. If you aren't using them, be ready for an epiphany that will change the way you approach your sales.
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5 Reasons to Use Testimonials
Letting Your Customers Do Your Selling
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Most every service profession has a set of
tools they use to do their job. Building contractors have hammers, saws and
other power tools. Mechanics have their wrenches and diagnostic devices.
Painters have their brushes, rollers and sprayers. You get the picture. We all
have a set of tools we use to do our job or to do our job better. This is
especially true for people in sales.
Sales people have a different kind of tool
set they use. Some of these tools include marketing materials like brochures
and samples, a Blackberry and their Customer Relationship Management software.
However, perhaps the most powerful tool a salesperson can use is a testimonial.
And not just one testimonial, but several.
If you are not using testimonials, you are
probably walking away from sales that may otherwise have been in your pocket!
If you do not have any written testimonials, go get them. Identify ten of your
best customers and maybe a couple others that you had a unique sale or
situation with that would provide a great testimonial. Call them or stop by and
ask them for a written testimonial. Your customers know the value in having
testimonials themselves, so they should be more than happy to help you out with
one from them.
Now, there may be as many reasons to use
testimonials as you have testimonials to use, but let's take a look at five of
the more powerful reasons to use them: Click here for the 5 Powerful Reasons
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Helping YOU!
Answering Reader Questions
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No question this week. Rather, I want to share with you a response I received to last week's poll question: "Have you ever taken your business elsewhere because of someone's bad attitude?"
Elmo in Mt. Pleasant wrote: "I told the guy selling me a car at a Kia dealer in Grand Rapids to
get lost and walked out of his office he was so rude and told everyone I knew
about it. I went over to Harvey Marter at Fox Honda and bought a car I
believe that day. And since then, my family and friends have purchased
over 30 cars from him (in ten years)."
WOW!
Thirty sales over ten years!
Thirty referral sales over ten years through one customer!
Thirty referral sales over ten years through one customer who was jilted by the guy down the street! That is scary!
If you're one to give the benefit of the doubt, the scary thing could be that the rude guy may have just been having a bad day, or maybe even just a bad moment. But in that one moment, he lost a whale of an opportunity.
So there's some food for thought for you! No matter what you're going through, your attitude is something that you can choose to have control over. And if you're working with a customer or prospect, you better be sure you're conscious of choosing a positive attitude!
Do you have a question, challenge or opportunity that you'd like a little insight on? If so, e-mail it to workinghard@helpingusellu.com.
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Referring back to the featured article above, this week's question is...
"What kind of testimonials do you use?"
Written? Audio?
Video? Other?
Your answers are and will remain anonymous, so...
Click here to submit your answer
Last week's question and results...
"Have you ever taken your business elsewhere because of someone's bad attitude?"
Yes 87%
No 13%
Do you have a question you'd like to see in a future poll? If so, send it to me in an e-mail. workinghard@helpingusellu.com
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Wrapping Up
Well, I hope you picked up a few good ideas today and I look forward to being with you again next week. In the meantime, if you have a burning question, shoot me an e-mail and I'll shoot you a reply.
Helping You Sell You,
Scott Gillespie
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Copyright (C) 2009 Selling U, LLC - All rights reserved.
Would you like to reproduce this document?
Please call us at 989.546.7355 for written permission by Scott Gillespie before doing so.
However, go ahead and forward this to as many people as you want!
Selling U, LLC ~ 9825 E. Broomfield Rd. ~ Mt. Pleasant, MI 48858
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Contact Information
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Call us any time at
989.546.7355
workinghard@helpingusellu.com
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Quote of the Week
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"A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty."
~ Winston Churchill
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