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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:

  • 113 Common Sales Objections, 192 Clever and Savvy Responses
  • How To Have Fun Cold Calling and get your telephone ringing off the HOOK!
  • 58 Sales Openers that will WOW your sales prospects
  • The New Business Idea Sales Generator Workbook

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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