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Product ID: 405099EAU
 
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Key Components of Testimonials Within Sales

OnDemand Webinar (88 minutes)

Learn how creating stories of success can enable your potential customers to understand and believe in the value you create for them.Sales is rooted in your ability to help your customers solve their problems. Nearly all organizations face the challenge of engaging with potential new customers or clients who do not yet feel confident in your ability to help them. The fundamental issue is trust. This topic will explain how creating stories of success and related customer testimonials can enable your potential customers to understand and believe in the value you create for your customers. This material will guide you through the roadmap of documenting your value in compelling narratives and obtaining sincere and genuine testimonials that will ground your value in real life examples from your loyal customers.

Authors

Roy W. vanNorstrand, The Leren Group LLC

Agenda

The Power of Relationship

• Business Relationship Defined

• Relationship Is the Driver of All Sales

The Value of Your Solution

• Understanding Your Value to Your Customer

• Inputs vs. Outcomes

• Business Impact

Stories of Success

• The Power of Narrative and Stories

• What Is a Story of Success?

• Where Do Stories of Success Come From?

• Format for Stories of Success

Customer Testimonials

• What Is a Testimonial?

• What Makes a Testimonial Compelling?

• The Process for Obtaining a Testimonial

Testimonials in the Sales Process

• Review of the Sales Process

• Positioning Stories of Success and Customer Testimonials

• Best Practices for Using Testimonials

• What to Do With a Negative Testimonial?