Source: eGrabber Newsletters
Every sales person should keep testimonials on hand that address each key selling point - customer support, great value, ROI, ease of use, etc. If not, then you have to start asking for testimonials. While you are at it, you can use customer feedback to create mini-case studies. It is just one paragraph that briefly tells how a customer used your product to solve a problem.
Powerful case studies should mention a return on investment, savings in time or increase in revenue. They serve as key pieces of information that make your prospects comfortable in making a decision.
A simple format that you can use for your mini-case study is Problem >> Solution >> Result/Benefits.
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