Remember that when you say it about yourself, it's bragging. When somebody else says it about you, it's proof.
Asking your customers and clients why they bought at the point of sale will provide you with invaluable information that will help with all subsequent sales.
Understanding someone's buying motives is 100 times more useful than your selling skills. When a customer or client gives you a compliment, ask them if they will put it in writing and ask for permission to use it in future marketing materials.
Written testimonials should be used for marketing materials only, not be used to sell. Verbal testimonials should be used in all verbal sales presentations and not be put in writing.
-Jim
© 2009 SuccessCo.com
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