“The proof is in the pudding”
Case studies also known as testimonials…
It’s a thing of beauty when a salesperson weaves relevant case studies and client successes into the dialogue with a prospect.
Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, we talk case studies as part of the sales weapon in the arsenal.
Could be audio, video or some people use stories that could be typed up.
What’s the idea here?
In the initial phase, after your talk.
Do prospects really know you?
Does he have some kind of assurance?
Do you walk the talk as you say you do?
Where is your proof?
What can you do better to remove their doubt?
Case studies don’t actually make the sale but without validations, it will certainly be harder to close those deals. Right?
It’s not about the customer, the inflation, unemployment, the economy etc.
It’s actually on you.
This case study weapon is as good as the salesperson.
Perhaps there are some steps you missed. Therefore, customers have doubts.
“The biggest happiness is when doubt has been removed” – The Talmud.
“Procrastination is a lack of clarity”