Proving Your Sales Claims
How many customer success stories are you using in your selling?
Are you using any at all?
Do you have specific details about the problems they faced before they bought your stuff and results they got after they bought your stuff?
Do you have unique information that shows them to be human and to not appear to be the creation of some faceless advertising agency?
Even if you don't think that customer success stories or testimonials will work for you in your business, the research shows that you are wrong.
According to Robert Cialdini, the author of "Influence", people are most likely to look to others for clues as to what they should do when they are 1) uncertain about what the best course of action is and 2) when they can find people similar to themselves to look to for guidance.
Customer success stories work because they prove your claims to jaded and skeptical buyers who want to see someone like themselves in action.
They give context and reality to your claims about what your stuff could do for them.
A clear and specific customer success story can often be the only presentation you need to make your sale.
This doesn't have to be difficult. I have been using customer success stories in my selling for years. All you have to do is ask your customers what problem they had before they bought from you, and what results they have gotten since and get this info written down or recorded. It's that easy.
Start using success stories to close your deals today. You'll bring your sales to a faster close by eliminating the uncertainty your prospects have of "will this work for me".
Sell with Pride,
Shameless Shamus Brown
P.S. You can read more than 30 customer success stories for my Persuasive Selling Skills Audio Program right here.
P.P.S. Be sure to see the video of the salesman who closed a deal for a $100K the same day he started listening to the Persuasive Selling Skills Audio Program.