Learn how creating stories of success can enable your potential customers to understand and believe in the value you create for them.
Sales is rooted in your ability to help your customers solve their problems. Nearly all organizations face the challenge of engaging with potential new customers or clients who do not yet feel confident in your ability to help them. The fundamental issue is trust. This topic will explain how creating stories of success and related customer testimonials can enable your potential customers to understand and believe in the value you create for your customers. This material will guide you through the roadmap of documenting your value in compelling narratives and obtaining sincere and genuine testimonials that will ground your value in real life examples from your loyal customers.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
The Power of Relationship
- Business Relationship Defined
- Relationship Is the Driver of All Sales
The Value of Your Solution
- Understanding Your Value to Your Customer
- Inputs vs. Outcomes
- Business Impact
Stories of Success
- The Power of Narrative and Stories
- What Is a Story of Success?
- Where Do Stories of Success Come From?
- Format for Stories of Success
Customer Testimonials
- What Is a Testimonial?
- What Makes a Testimonial Compelling?
- The Process for Obtaining a Testimonial
Testimonials in the Sales Process
- Review of the Sales Process
- Positioning Stories of Success and Customer Testimonials
- Best Practices for Using Testimonials
- What to Do With a Negative Testimonial?
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on February 4, 2021.
Call 1-866-352-9540 for further credit information.
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Roy W. vanNorstrand
The Leren Group LLC
- Founder and president of The Leren Group LLC
- The Leren Group LLC is a professional services firm passionately devoted to delivering high impact, high value, sales training, sales coaching, and sales management solutions to our clients; we use an innovative model of resources, tools, training, consulting and coaching to drive what we call Leren Sales Optimization; our clients include small and medium businesses in several industries throughout North America
- More than three decades of sales management experience and practice in a variety of industries and business models including the Development of the Leren Group Sales Optimization Model™
- Served as a staff facilitator for the Heartland Technology Groups (HTG); a member of the Association for Talent Development (ATD – formerly ASTD); the Sales Management Association (SMA); The Professional Society for Sales & Marketing Training (SMT); The Sales Association (TSA); and a founding member of the Business Relationship Management Institute (BRMI); Adjunct Instructor at Northcentral Technical College
- A sought after speaker and subject matter expert on the topics of sales strategy, sales process and sales management
- Wrote the Professional Practice of Sales series of live and online training resources
- Can be contacted at [email protected]
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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