If it is written it is true

When you are in the presentation phase of a sales opportunity be it a proposal, board presentation or face to face meeting you must have your credentials pack ready.

Collect all of your customer references, press cuttings and testimonials and put them together to make your credentials pack.

Use the credential pack at every opportunity and most importantly show your prospects. People believe more if they see something written in a newspaper or a letter much more than the words you are saying.

Your task for today is to get together at least six customer references and press custtings and then put them in your new credentials pack. PR companies are very good at this and there is no reason why shouldn't be.

If it is written it is true - be prepared it will give you the edge in a competitive situation and take advantage of your glowing customer references at every opportunity.

On another note can you help me please? If any of the sales tips I have sent you have improved your sales skills and resulted in you winning new business it would be fantastic if you could send me a few details on your success

In the meantime several people have asked me what books they could read to help them improve their sales skills. Take a look at our 'view our Books and Sales Material' section on the top left hand side of this page for a list of six books I reccommend.

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Take care, best wishes and good selling

Michael McMeekin