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    Prove Sales Message

    You've learned how to present your product effectively from the previous article. In this article, you're going to look at how to prove sales message. Certain customers prefer the evidence-based selling approach thus making this particular skill a valuable skill to develop.
    Prove sales messages
    You typically will be using visual aids and reprints to validate your claim.

    By the end of this article, you'll be able to:

    • a) Prove key message with reprints
    • b) Employ visual aid effectively
    • c) Prove message during your product presentation

    How To Prove Your Sales Message

    Proving a sales message involves using reprints from relevant publication, for example business journals. The purpose is to validate or support points made during presentation or discussion during sales call. Visual aids add more impact. They reinforce what you've said and established your credibility.

    You're going to look at how to:

    • a) Prove with reprints
    • b) Use visual aids

    Prove with reprints

    Reprints are simply copies of articles published in business related publications or something similar. They refer to case studies showing the effectiveness of methods, program, courses, etc.

    It's a huge advantage to be familiar with them before using.

    Here are the steps in proving sales messages using reprints:

    • 1. Introduce proof source
    • 2. Establish credibility: name/author, title of source, publishing journal, publication date
    • 3. Outline research design
    • 4. Describe results which apply to the issue being discussed
    • 5. State the benefits
    • 6. Check the impact

    Why don't you grab a reprint right now and highlight the section which indicates proof of your statement.

    Next, you complete the following:

    • Title
    • Credibility sources
    • Research design
    • Proof statement
    • Benefits

    Then, write down how you would present it:

    • Introduction
    • Credibility
    • Proof statements
    • Benefits
    • Check for impact

    How to use visual aids

    Visual aids are used with two purposes in mind:

    • 1) To help prospects remember what you said. When verbal info is combined with visual reinforcement, retention is increased up to 6 times!
    • 2) Visual aids reinforce credibility.

    When using visual aid, remember to:

    • a) Hold the aid so they can see
    • b) Point to the appropriate section with pen
    • c) Summarize