After finding out your customer or prospect’s needs and wants, every good sales presentation (whether it be by phone or face to face) must include the following ingredients:-
1. Benefits of the product or service to the customer
which are relevant to the customer’s needs
2. Testimonials (what other people have said)
3. What the real value is (from a monetary sense)
4. Some expression of urgency, why they should
Testimonials make your sales presentations more credible both on the phone and face to face.
When salespeople call me to tell me they are the best in their field or they are the leading supplier of a particular product, I find that a complete turn off. However, if they quote someone else as saying that about them, it seems to sound okay.