• Recently Add


    collection of techniques, tips, and strategies for the rest of us

    Prove Sales Message

    How to prove your sales messages?

    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 messages


    Satisfied customers prefer the evidence-based selling approach thus making this particular skill a valuable skill to develop.


    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


    Prove your sales messages


    Proving a sales message involves using reprints from relevant publications, for example, business journals. The purpose is to validate or support points made during presentations or discussions during the 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



    a) 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, programs, courses, etc.


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


    Here are the steps in proving sales messages using reprints:

    • 1. Introduce proof source
    • 2. Establish credibility: name/author, the title of the source, publishing journal, publication date
    • 3. Outline the 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



    b) 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 a visual aid, remember to:

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

    My Review Of Og Mandino's The Greatest Salesman In The World

    Author Og Mandino's The Greatest Salesman In The World is a guide that explains the philosophy of success and salesmanship. It tells th...

    New To Sales? Start Here

    People Are Reading