An advanced testimonial technique

It is well for the salesman to have at hand a number of strong original testimonials from local users. Without mentioning these testimonials, he can say to the prospect, “I can refer you to Mr. _____ , Mr. _____, and a number of other people,” asking him if he knows them. If the prospect does know them, tell him to speak to them and see what they say about the goods. If he assents, say to him that you can save him the trouble of calling on them, as you have the signed statements of those people with you. Then read the testimonials.