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Today I wanted to share some tips with you from my book, Steps to Win. I want in particular to focus on a strategy that will work for you right now in selling in the online space. And that is on gathering testimonials or client reviews.

We all know how valuable websites are when we're trying to make decisions on travel. But no matter what industry you are in, social proof is a very important tool to have to help clients to make a decision.

And that's really what sales is all about - helping the client to make the right decision, which hopefully will be working with you.

So it's very important to be having conversations with your clients right now, even if they are not buying. And a great excuse to call them up, or get them on a zoom call or email them, is in asking for testimonials.

Now you really want to get a testimonial that shows the value that you bring to the table. Every company will have customers that are happy and that will say; 

"I had a great experience, love...

I just had a cold call sales call from a very enthusiastic salesperson trying to send me some software, it was over the phone, and I probably will never buy from them for a number of reasons.

1. He went straight to a sales pitch and did not take the time to even figure out if what he was trying to sell me was a fit for me.
   
   
2. I was confused. I was trying to figure out what was relevant about this software; how it was going to help me in my business. Now, I gave him a little bit extra time because the person who runs the company, he mentioned them, and I knew him, you know, from a number of different views of years ago. And so I wanted to give him a chance, I asked a lot of questions to really figure out if it was the right software for me.

So sales leaders, it's really, really important right now to help your team to earn the trust of the buyer.

What that salesperson needed to do was earn enough of my trust to give him my time to take that free demo that he really wanted me to sign up...