Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
“When you say something about yourself it’s bragging. When other people say it about you — it’s proof!” (Jeffrey Gitomer)
How good are you at collecting testimonials from your happy customers?
Great? Then well done, keep it up!
You’re in the minority though! Many business owners simply never get around to it, or are a little bit nervous about asking or don’t do anything with them once they’ve got them.
Here are some ‘off the top of my head’ thoughts when it comes to testimonials.
Ten Testimonial Tips
1) ASK! Even your most satisfied customers will need a friendly prompt.
2) Construct a customer feedback form that makes it easy to gather juicy quotes — and have a tick box that asks if you can use their quotes in public. This means you’re gathering their positive feedback at the very moment you’re completing a fabulous job for the customer.
3) Double check you have permission to use the quote.
4) Never make them up! If you’re the sort that has to make up testimonials, I’d seriously worry about your business model!
5) Make sure you quote the giver’s name (and company if relevant) — this gives much more credibility than unnamed quotes.
6) Try and get a testimonial that overcomes a typical buyer objection i.e. something like…”initially I thought the price was high, but bought it anyway and soon came to realise that it was fantastic value for money”
7) Capture off the cuff remarks. The next time a customer tells you something great about your product ask “Can I quote you on that?” Then — write up their quote, email it to them for their approval and there you go — another wonderful testimonial!
8) If you can get a video testimonial these can be very powerful. No excuse nowadays with inexpensive flip cameras and even smartphones providing good enough quality. A one minute video testimonial can be extremely powerful to your
9) Never think you’re too late to get a testimonial. Sometimes the effect of a testimonial can be more powerful if you can harness a comment that contains something like “now, six months after xxxx, the benefits are really coming through”. Depending on your product or service these can mean much more than an instant testimonial done at the time.
10) USE THEM! Don’t just collate testimonials and keep them in a folder. Use them on your website, flyers, brochure, exhibition boards, the bottom of emails, the company van!
Hope these help!
Until next time.
PS: You can now get the Essential Sales System DVD’s on a Download!!! (Just Â£29.95)
Over FOUR HOURS of top notch sales help. You don’t have to struggle with your selling. Click for details.
For previous ‘Tricks of the Trade’ go here
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking