A sales tool you should always carry with you.

Solicit and use customer testimonial letters on every sales interview. If you're not using testimonials from satisfied customers, begin today. Ask your customers or have your service staff ask customers for testimonial letters attesting to the attitudes, competencies and overall satisfaction with your service or a particularly temporary employee. Place the letters in a loose-leaf binder and show them to prospects in this manner: "Ms. Prospect, instead of me telling you how we can satisfy your needs, please take a moment to review the comments of our customers that you find in this book." Hand the opened book of testimonial letters to the prospect and don't say another word until the prospect speaks. Testimonials can close the sale!