Proof and Credibility for Sales Objections

Published: Tue, 01/16/24

Proof and Credibility for Sales Objections

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.

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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 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 ... READ THE FULL ARTICLE HERE

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