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

1. When to Use Customer
Case Studies in the
Sales Process
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Four Ways To Drive Impact
with Proof Points

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. 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. 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. 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. 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”