Aligning video content to your sales processTestimonials are a powerful and trusted source of information that business-to-business people use to help them make a decision to buy a service. They are also a powerful sales tool that can help sales people to resolve customer objections. The other benefit of using testimonials is that they can successfully build a business’s reputation in the market place. The thing to remember about video testimonials is that its content must be aligned to where the customer or prospect is in the sales process. Most sales processes have 3 stages; find – win – keep. So a testimonial aimed at the Finding and Winning stages will focus on informing and persuading potential customers. Testimonials aimed at the Keeping stage need to have content that focuses on recognising and reassuring customers. We know very well that in any sales process, there are bound to be some challenges along the way, but there will always be challenges or in other words, objections. Skilled sales professionals will know their prospects well enough to understand what those objections are and how to counter them. But what few do is actually use testimonials for objection handling. We have designed a Reputation Selling training programme for sales professionals to practise how to use testimonials to resolve objections. It is a flexible and time efficient programme partly using on line ‘learning shots’ and partly face-to-face action learning sessions. On the programme sales professionals will practice drawing up a testimonial strategy designed to resolve customer objections and speed up conversion rates. They learn how to identify objections and for each one how select an appropriate video testimonial from a video clip library. |
ArchiveAligning video content with your sales process Benefits of using video testimonials |
