It’s not surprising that when prospects and customers listen to salespeople, they want the proof to back up any claim.
If they’re truly considering a change from their current vendor to you – something happened.
Now it may not be as bad as ending a personal relationship because they were cheating on you with your best friend.
It may be as simple as a few things that have started to slip from when they first started working with your competition; responsiveness has declined, a few deadlines were missed, calls not returned, etc.
Regardless of what their reason, prospects are skeptical about the claims salespeople make.
So be sure you can prove it if your team says it!
Here are a few translations to get your brain thinking:
> change “low return rate” into “99.51% reliability rating”
> translate “increase sales” to say “Participants increase sales 10-19% in the first 6-months after the program.”
If you say “We Insure More Cars & Homes Than Anyone!” be sure you can answer:
> how many cars and homes?
> who is included in “anyone”?
When you claim you are the “largest live entertainment company”:
> where?
> compared to whom?
Now look at the claims your team makes every day. What proof do you have?
Want more on how to prove it? check out chapter 9 Backing it Up with Proof in Value Propositions That Sell!
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