1. Be completely prepared.
2. Involve the prospect early in the presentation; make them feel like they’re on your team.
3. Have something in writing. An article about your company or product from a national news source will bring credibility.
4. Tell a story of how you helped another customer. This creates a similar situation that the prospect can relate to.
5. Use a referral source if it’s possible.
6. Drop names of large customers or buyers’ competitors.
7. Have a printed list of satisfied customers. Make perfect copies on good-quality paper.
8. Have testimonial letters. Be sure some of your letters answer buyers’ objections.
9. Don’t bombard the prospect. Let confidence build to a natural close.
10. Emphasize service after the sale. Talk delivery, training, and service.