I know this will shock you but;
There are decision makers out there who won’t fully trust you!
That’s why you need to provide “evidence” to help reduce doubt, skepticism, and dare I say;
Objections!
A few forms of “evidence” to consider;
Facts
Statistics
Case Studies
Testimonials
Let’s talk about that one.
I’m a firm believer in the power of testimonials but;
Not so much with the questionable testimonials I come across.
What makes a testimonial questionable?
Here are a few examples;
One of my competitors has a testimonial that doesn’t even have a name at the end of it;
Instead, it says “Sales Rep, Pharmaceutical Industry”.
Way to narrow it down, huh?
Or how about a testimonial from “Rich W”?
“Rich W” seems made up but “Rich Weatherby” is a tad more legit.
Why only a tad?
Because I’d rather see Rich Weatherby, Spectrum Business Enterprise
There’s no faking that one, and the reader can mosey on to LinkedIn to do a little due diligence.
Here’s an actual testimonial I just received from George Henderson.
I discovered Paul and his teachings many years ago. His expertise, wisdom, and humor immediately caught my attention. Shortly thereafter, I found myself devouring his wonderful work, and his selfless acts of giving back to his ever growing network of students. In a split second, I knew he was the guy.
I had plenty of experience selling ideas, products, and services to clients, but the more I listened to Paul, I quickly found myself in uncharted territory. I started working with Paul because I didn’t want to figure out sales the hard way; I needed a mentor to quickly advance me toward mastery.
That he did, and more. Paul’s advice and suggestions made an immediate impact on both my confidence and my business success. He’s armed me with so many tips and suggestions; I still haven’t been able to pursue them all!
Paul is much, much more than a sales coach; he’s a friend, an agent, a mentor, an editor, and a life coach. He’s a pleasure to work with and is not afraid to tell you what you need to hear. That’s because he genuinely cares. As Paul will tell you, he does it because he loves it.
If you’re feeling stuck, lacking confidence, or just want to achieve the highest level of sales mastery, I highly recommend a consult with Paul. Your only regret will be that you didn’t reach out to him sooner!
George Henderson, AccessIT Group, Inc.
“But putting their actual name puts me at risk”
At risk for what? Not being perceived as a bullsh*t artist?
If you need to worry about your clients jumping ship like that, I’m thinking you have a much bigger problem to address.
I use testimonials in a few different ways.
I have them all over my online sales pages. This includes my services pages, my courses, my webinars, etc.
I include them in a “Pre Appointment Kit” Note: I share the details during our Virtual Sales Camp program.
I include them in my proposals, but I do it differently than most. I provide my bio as part of my proposals. At the end of the bio, I have testimonials talking about me, not my company.
Why?
Because feature, benefits, bells and whistles are great but;
I’m the difference that brings it all together.
Said a different way . . .
People Buy YOU first
I use them from time to time, as part of my auto signature in my email blasts.
About two years ago, I decided to bring my testimonials up a notch, by asking a few of my coaching clients to provide a video testimonial.
Why?
Because the only thing better than using someone’s full name, is to see and hear them provide the testimonial.
One more thing, testimonials are one of 12 types of “evidence” that can help expedite your deals.
They answer the question;
Who says so besides yourself?
I’m going to be talking a lot more about evidence during our Virtual Sales Camp Program!
It’s 100 tips and tactics, 15 sales email templates, 1 cold call template, 4 voicemail templates, 1 agenda statement template, and a really cool PDF with 100 sales questions.
Oh, and it’s all prerecorded so you can go at your own pace. You’re welcome!
Here’s what we cover;
Session I
- 30 ways to find potential clients who have a higher probability of needing what you sell TODAY.
- How to research quickly and efficiently so it doesn’t become your life’s work.
- 33 ways to approach a potential client.
- 3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail.
- Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”.
- 15 email templates that get opened, read and responded to.
Session II
- How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate!
- How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply.
- 12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS!
- A 3 step formula for responding to 95% of the objections you get on a regular basis.
- 3 really cool tactics to use when someone asks you to send them information.
- 4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates.
Session III
- The one question you MUST ask the minute you set the appointment.
- The Pre Appointment Packet you need to get into your prospect’s hands BEFORE your meeting.
- A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).
- 12 tactics that safeguard your deal from obstacles, stalls and objections.
- 5 Types of questions (with examples) that jumpstart your prospect’s emotions while forging your credibility.
- How to disqualify competitors WITHOUT badmouthing them.
Session IV
- The one question you MUST ask BEFORE presenting your solutions.
- 3 things to include in your proposals that your competitors WON’T!
- How to keep the discussion from going prematurely to price.
- 12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward.
- How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting!
- How to ask for the business WITHOUT getting all “salesy”.
- How to negotiate like a pro!
- A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!
FREE Bonus Session: 25 Ways To ROCK Your Sales This Summer
- 3 ways to create URGENCY with your prospects and clients
- 10 email tactics that will help you capture your prospect’s attention (and get more responses)
- 2 “Summer Specific Attention Getters”
- 2 ways to triple your referrals
- 3 ways to generate more business with your existing clients
- 3 ways to handle “Call me back after Labor Day”
- A ridiculously simple summer communication plan you can implement the moment I teach it to you
- How to leverage the summer instead of dreading it
- How to outwork your competitors this summer (and still enjoy the heck out of yours)
So what do you get?
(4) 90 minute pre-recorded sessions with worksheets.
Bonus session
15 sales email templates
1 cold calling template
4 voicemail template
PDF with 100 sales questions
Castain’s Agenda Statement template
How much?
$375
When?
Whenever you’d like. I’ll send you everything right away and the rest is up to you.
Please click HERE to get started!
Registration is about to end so No Procrastination Allowed!
