Testimonials
are the Ultimate Secret Sales Objection Handling Weapon
by Mr. Cold Call
I looked at
my customer and really listened to what he had to say. I was waiting for that opportune moment. Would he ask me that one question? I was really hoping that he would ask. In fact, I wanted it to happen and I was
waiting and ready. I knew at some point
he was bound to ask me. Once I heard that question all I needed was just one
swift motion of my hand from under my notepad so that I could reach for my
evidence.
That
pivotal moment was about to come and then I heard my prospect say, It’s really
a lot of work here to switch.” This is
exactly what I wanted him to say and he said it. I was ready to show him my secret sales
objection handling weapon. With one swift motion
of my left hand I pulled out a piece of paper with a smile and said, “I’d like
to show you something.” He smiled and
knew that I had something that he never expected and that my friend was a
testimonial.
I looked at
him straight in the eye and turned the paper toward him. On this piece of paper was an email that I had strategically sent
to a client a few weeks earlier in preparation for this sales meeting. In my email to a consulting client of mine I
simply just asked them how their transition was going from one trainer to
another. And then I asked him what kind
of results he has been experiencing from his sales staff to date?
This email
gave my prospect proof that other people like him have similar thought patterns, but it also
allowed my prospect to see first hand the type of immediate results or response
rates that he could possibly have as well.
My prospect was impressed with what he read and this email was evidence that
helped to create additional interest in our consulting services and ultimately
resulted into a sale.
This story
is an example of the importance of having testimonials and the ability of them
to strategically overcome certain sales objections. They allow your prospects to hear more about your
company from another source. Testimonials
give your prospects another perspective or an additional insight into your
credibility. And in many cases, when used properly can actually do the selling for you!
Have you thought about using testimonials on your sales calls?
Copyright 2009 Mr. Cold Call, Inc. - All rights reserved.
Behind The Scenes With Mr. Cold Call™
Mr. Cold Call™ is a worldwide sensation and
claims to have made over 80,000 cold calls to date. He has been quoted
by numerous national publications such as Selling Power Magazine,
Investor's Business Daily, Successful Fund Raising and Advantage
Magazine. He has written over 65 articles on cold calling, developed a sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of four best-selling ebooks with FREE email support and these titles include:
For more information on Mr. Cold Call™ and to sign-up for his free weekly cold calling tips visit www.mrcoldcall.com
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