Your Proof Manual
A Powerful Silent Salesman

A proof manual, sometimes referred to as an evidence manual, takes a little bit of energy to prepare. But, it pays big dividends in building credibility and closing more sales. Your sales plan needs to include one.

Why is an evidence manual such an effective sales tactic?

Here's a daily scenario. What do you do when you leave the prospect to go see the Desking Manager?

Answer. Car sales champions place a three ringer binder before the prospect. "Folks, it will take my manager a few minutes to review your offer. While I'm gone have a look through this. It has a little bit about me, some information about the Dealership, and some great car (or RV) reviews." Now Mr. and Mrs. Smith have something to do other than rehashing the deal and wondering what you are up to.

It, the evidence manual, need not have more than three sections. The first is about you. Start with two or three pictures. Show off your family and your pets. This lets the prospect know you are human. Include a couple of training certificates along with a few testimonial letters. This establishes credibility.

Section two should be a few pages about the Dealership. Who owns it? How long has it been around? List the service hours. And, again, a couple of testimonial letters. If you are in a store that holds customer functions, which is a sales tactic on its own, include a few photos. And, if your store takes pictures of customers at time of delivery, include several.

Section three is car reviews or RV reviews. If you are a franchise store or represent specific RV models, load it with information about the manufacturer. If selling in a used car store then include information about how your vehicles are selected and conditioned for the lot. Be sure to especially keep the information current.

My personal success with a proof manual is like putting a silent salesman in front of the prospect during those awkward moments while I am off to the see my sales manager. Prospects comment on the handful of pictures, especially my dog.

A well laid out proof manual does lighten the negotiation. Need a little help putting yours together, write me. I have a few suggestions that worked for me.

Remember: Nothing happens until someone sells something.

Sales Champions Make It Happen!