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November 24, 2011 at 11:00 PM
Whether you’re in inside or outside sales, your job as a salesperson is to sell. You don’t have time to wait until marketing creates case studies, and for the most part you don’t need them.
Case studies have their place: They’re collateral on your website or you may include them in a proposal or leave them behind after a presentation. How many clients do you think read them word for word? Are they nice to have? Yes. To establish credibility and prove you know your stuff? Yes. To close a sale? No.
Prospects and clients want to hear about the results you’ve delivered for other clients. Deliver these insights with compelling stories and examples that you weave into your conversations and you’ll have a winning sales formula.
Telling a story engages your prospects, captures their attention and proves you’re a “real guy,” not someone parroting the company line. After all, anyone can get the basics from your corporate website. The personal connection, the real story is the human element.
