| p>I looked at my customer and really listened to | | | | just asked them how their transition was going |
| what he had to say. I was waiting for that | | | | from one trainer to another. And then I asked |
| opportune moment. Would he ask me that one | | | | him what kind of results he has been experiencing |
| question? I was really hoping that he would ask. In | | | | from his sales staff to date? |
| fact, I wanted it to happen and I was waiting and | | | | This email gave my prospect proof that other |
| ready. I knew at some point he was bound to | | | | people like him have similar thought patterns, but |
| ask me. Once I heard that question all I needed | | | | it also allowed my prospect to see first hand the |
| was just one swift motion of my hand from | | | | type of immediate results or response rates that |
| under my notepad so that I could reach for my | | | | he could possibly have as well. My prospect was |
| evidence. | | | | impressed with what he read and this email was |
| That pivotal moment was about to come and | | | | evidence that helped to create additional interest |
| then I heard my prospect say, "It's really a lot of | | | | in our consulting services and ultimately resulted |
| work here to switch." This is exactly what I | | | | into a sale. |
| wanted him to say and he said it. I was ready to | | | | This story is an example of the importance of |
| show him my secret sales objection handling | | | | having testimonials and the ability of them to |
| weapon. With one swift motion of my left hand I | | | | strategically overcome certain sales objections. |
| pulled out a piece of paper with a smile and said, | | | | They allow your prospects to hear more about |
| "I'd like to show you something." He smiled and | | | | your company from another source. Testimonials |
| knew that I had something that he never | | | | give your prospects another perspective or an |
| expected and that my friend was a testimonial. | | | | additional insight into your credibility. And in many |
| I looked at him straight in the eye and turned the | | | | cases, when used properly can actually do the |
| paper toward him. On this piece of paper was an | | | | selling for you! Have you thought about using |
| email that I had strategically sent to a client a few | | | | testimonials on your sales calls? |
| weeks earlier in preparation for this sales meeting. | | | | Copyright 2009 Mr. Cold Call, Inc. - All rights |
| In my email to a consulting client of mine I simply | | | | reserved. |