When to Use Customer
Case Studies in the
Sales Process
Insert Subtitle: Lorem ipsum dolor sit amet.
Four Ways To Drive Imp...
A powerful testimonial that contains measurable
results can be the one thing that makes a prospect
take notice.
If you’re ...
WHEN TO USE CUSTOMER TESTIMONIALS
Buyers are skeptical; they want to know that you can
do what you promise. An effective t...
WHEN TO USE CUSTOMER TESTIMONIALS
Your competitors are always part of any sales process.
If your prospect is considering a...
WHEN TO USE CUSTOMER TESTIMONIALS
Later in the sales process, your buyer is looking to
mitigate risk in the purchase. They...
Wait, There’s More
Develop Powerful Testimonials
 Identify Your Current Proof Points
 Uncover White Space
 Determine Wh...
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When To Use Customer Testimonials in Your Sales Process

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Customer testimonials are an important part of the sales process. This SlideShare provides four key ways to leverage them in the sales process.

Published in: Sales, Business, Education
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When To Use Customer Testimonials in Your Sales Process

  1. 1. When to Use Customer Case Studies in the Sales Process Insert Subtitle: Lorem ipsum dolor sit amet. Four Ways To Drive Impact with Proof Points
  2. 2. A powerful testimonial that contains measurable results can be the one thing that makes a prospect take notice. If you’re having trouble attracting an individual prospect, use a testimonial to get their attention. WHEN TO USE CUSTOMER TESTIMONIALS 4.1.
  3. 3. WHEN TO USE CUSTOMER TESTIMONIALS Buyers are skeptical; they want to know that you can do what you promise. An effective testimonial provides tangible evidence in the eyes of your buyer. Telling them you can cut their processing costs by 25% is one thing. Hearing that same metric from three of your customers can motivate action to move the deal forward. 4.2.
  4. 4. WHEN TO USE CUSTOMER TESTIMONIALS Your competitors are always part of any sales process. If your prospect is considering a major purchase, it’s highly likely that they’re evaluating other solutions. A testimonial that demonstrates your differentiation is an effective way to show how your solution is more effective than the competition’s. 4.3.
  5. 5. WHEN TO USE CUSTOMER TESTIMONIALS Later in the sales process, your buyer is looking to mitigate risk in the purchase. They want to feel comfortable about doing business with you. Hearing clients who are similar to your buyer talk about their success can help lessen any hesitation they may have about becoming your partner. 4.
  6. 6. Wait, There’s More Develop Powerful Testimonials  Identify Your Current Proof Points  Uncover White Space  Determine Where You Need Great Testimonial Content For more information: forcemanagement.com Use our Template to Analyze Your “White Space”

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