Using Testimonials

Testimonials

Sometimes customers need reassurance about you, your company or your product. Third party testimonials are an effective way to help customers feel more comfortable. Discover when to use them, how to use them and where to get them in this short presentation from KOSalesCoach.net.

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10 Effective Ways to Maximize Down Time at Work

Maximize Down Time at Work

Downtime is a fact of life in sales. Sure, you would love to be busy with customers all the time but that’s not always possible. Downtime is an opportunity to hone your skills and stay sharp so that you can make the most of those times when you do have customers. Here are 10 things you can do during down time to hone your skills and prepare to maximize your next opportunity.

  1. Review the advertising and information that drive customers to you. What are the key phrases, benefits or unique selling propositions that are working to create a sense of urgency? How can you incorporate those same things into your presentations?
  2. Review customer testimonials.  Reading through customer testimonials and familiarizing yourself with real life experiences can be very helpful when you have a customer on the fence. It can also help you feel confident about the efficacy of the products you sell.
  3. Listen to other sales people. You can pick up some interesting new information or strategies by watching what other sales people do. Watch and listen for what works and do that. Hear something that doesn’t work? ah…..don’t do that!
  4. Review Product Information. No matter how long you’ve been selling a product you’d be surprised what a fresh run through the information will turn up. Maybe there’s a forgotten feature or benefit that could make your next sale.   
  5. If you work in a call center, review your sales scripts. Professionals use scripts all the time but sound perfectly natural, how? They practice. If you work in retail practice your presentation so it’s smooth and consistent.
  6. Work with a colleague on your rebuttal techniques. Jot down the objections you have the hardest time with and practice with each other.
  7. Pick a product and see how many items you could make a x-sell connection to.
  8. Read sales articles like this one and others like these.
  9. Listen to Sales related podcasts. Browse through our back catalog here.
  10. Volunteer to help a new sales person. Teaching someone is a great way to “up your game”

BONUS

11 . Review “54 Sales Tips to Punch Up Your Sales” and try something new 🙂

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Summary

The more skill and knowledge you have the more money you’ll make this year! There are plenty of resources available to help you be your best. Take advantage of slower periods and make an investment in yourself. The time you put into improving your skills and knowledge will pay off for you in the end!

What other things have you done to improve your skills during down time? Share your tips with others and leave a comment below.

Using Third Party Testimonials to Boost Confidence

Using Testimonials

Sharing a positive experience one customer had with your product can help reassure another customer that may need more convincing. Third party testimonials are powerful and carry more weight with customers than your opinion. No offense, but you have something to gain by giving your product a glowing review.  A non-biased, opinion from someone with no “skin in the game” is far more believable.

Review the following Slide Share presentation to discover how to collect testimonials, when to use them and the various benefits you stand to gain from keeping some at the ready.

Slide Transcript

  1. KO Sales Coach KOSalesCoach.net What is a third party testimonial? A positive experience one customer had with your product / service or company shared with another customer.
  2. Why is it more convincing? Your testimonial isn’t as convincing because you have something to gain. Another customer has nothing to gain. They are more believable.
  3. It’s effective marketing! Even big companies like Amazon and Apple use third party testimonials to help boost buyer confidence. Have you ever checked out the Amazon reviews before purchasing a product?
  4. Where do you get testimonials? From customer conversations you have. From reviews left on your website.
  5. Prepare Read through testimonials often so you’re familiar with them and can relate them to your customers.
  6. Use testimonials whenever you have a customer that needs some additional reassurance.
  7. To Tell The Truth – Only use TRUE testimonials that you’ve learned about first hand.
  8. Benefits of Using Testimonials
    1. Increases customer confidence in the product  and in the company.
    2. Helps the customer feel connected “they are not alone”

Conclusion

Keeping a couple of testimonials ready is a good strategy for those times you have a customer on the fence. What’s your experience been? Have you used testimonials to help a customer make a buying decision? Has a testimonial ever helped you make a purchase? Leave a comment below and share your thoughts.