Third Person Selling
Third person selling simply means that rather than making a claim and asking the dealer to believe it on your word, you quote someone else, preferably a source they know, who said the same thing. Quoting a credible
source, or even how another dealer has sold the product, is an element of third person selling.
Why Use Third Person Selling?
Third person selling helps establish credibility and validity to your remarks. It also eliminates contention, ties you to the familiar, and keeps any disagreements from getting personal. The resellers can't argue if
the source isn't present.
When To Use Third Person Selling?
When do you use third person selling? ALL THE TIME! Using testimonials should be a part of every phase of the sale.
Examples
- PC Magazine said, "Beg or borrow time on a system running Ami Pro... and you'll soon see what a word processor should be."
- "One of the dealers that I talked to showed the Franklin Day Planner software, Ascend, to Rockwell and they bought 2,000 copies. It just so happens that ALL top executives at Rockwell are trained by
Franklin. There are lots of other companies located close by that are also trained by Franklin. Go get em'..."
- "One dealer said that after seeing the Iomeg Zip Drive he was able to sell 30 units to the local Navy base. He said the Navy likes the Zip Drives because they are easier to destroy when top secret
information is on them--they don't have to send them to the smelter, but instead can destroy them on-site. He said that the Navy feels Zip Drives are the most economical medium available."
Questions
- What do the reviews say about one of your products?
- Are there any notable corporations that currently use one of your products? List:
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