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Tip #45 "Prospects love your so-called "un-solicited" testimonials

What's a great sales and marketing strategy for your business? Having happy, satisfied customers that will provide testimonials.

Especially testimonials from executives of large, name-plate companies in the same or similar industry as your prospect.

Having large customers implies that you were vetted by the best and that you passed their test. Testimonials assure prospects that your company is proven, reliable, and a good partner. It makes easier for prospects to "buy" into your company. Testimonials are social proof of peer approval.

When in the seven-step sales process of Track Selling would you show and tell testimonials? During Step 4: Sell the Company. 

Or in the interest of keeping it brief, you can post testimonials on your website and provide a link for prospects to read and realize that yours is a great company.   

When Roy Chitwood, developer of Track Selling, wrote his book, World Class Selling, the first 21 pages are ALL testimonials from 113 contributors. Testimonials were provided by executives at IBM, Coca-Cola, SMEI, Ecolab, Dun & Bradstreet, Genie Industries/Terex, and many more.  

Upon opening the front cover, any reader of Roy's book is immediately aware that Track Selling has been used and vetted by - and benefitted - some of the largest, most successful companies in the world. 

How did Roy get most of those testimonials from happy, satisfied clients? He asked for them. So can you.

Roy passed away in 2016. The Track Selling testimonials he requested are timeless and an important part of his legacy.

Good luck and good selling!

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Professional Application

Each day this week, identify a customer that enjoys working with you and vice-versa. Call or send an email requesting a brief, single-paragraph testimonial. 

Then add testimonials to a PowerPoint deck, website or marketing collateral. 

Notice the new energy that comes into your presentations during Step 4: Sell the Company.

When selling becomes a procedure, it ceases to be a problem. If it's not a procedure, it will always be a problem." Roy E. Chitwood, developer of the Track Selling System


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Personal Application

KIS-MIF means Keep it Simple and Make it Fun. It's our motto for sales training and for life.

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NEW! Virtual Instructor-led Workshops

Put this season of shelter-in-place and social distancing to good use. We are excited to deliver our highly acclaimed Track Selling workshop to a computer screen near you.

Live, instructor-led sales training workshops are virtually delivered on Zoom. Role plays and interactive exercises occur in breakout rooms with instructor coaching, just like our original workshops. Sessions beginning in May.    

Attendance at each workshop is capped at 12 participants so register soon to get your seat! This intimate, small-group format ensures you will learn the Five Buying Decisions that your prospects make before buying. We cover the Six Buying Motives that drive and motivate your buyers.

Then you will learn and apply the Seven Steps of the Track Selling System that carry you smoothly through the sales process. The entire learning experience is adapted to your products, services and sales cycle. (Download Flyer

Virtual Sellling Skills Class Track Selling System Core Skills Workshop

This one-day virtual, instructor-led workshop, “Selling in a Virtual World using the Track Selling System™,” will provide you with a transformative training experience on how to survive - and even thrive - in this new online selling environment. We will cover the sales cycle from prospecting to close. You’ll leave this session with new ideas, new approaches, and new skills that you can apply immediately to your selling process. 

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At the Track Selling Institute, we are delivering our most popular workshop, Core Skills, in a fully virtual (online) format. This 3-Day Workshop replicates the key features of the in-person experience by taking advantage of Zoom's advanced features. We've also fine-tuned our workshop using adult learning techniques to eliminate the tedium of online education. 

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On Track Sales Coaching

On Track Coaching™

Join other successful sales professionals who have a sales coach to help them thrive amid uncertain and unprecedented economic conditions On Track Sales Coaching is a customized, in-depth, personalized training service designed around your specific needs and interests so that you get the maximum benefit from Track Selling.

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Track Selling Playbooks™

A Track Selling Playbook is a step-by-step guide for the Track Selling System™ customized to your company, industry, products and customers.

A Track Selling Playbook supports your ongoing learning and continuous improvement.

It defines your strategic sales cycle and refines your tactical track selling application through each of the seven steps. Specific examples are provided based on best practices of thought leaders and your sales team. 

You'll get step-by-step instructions on how to apply the science and psychology of selling - customized to your unique challenges and opportunities - to move your sales process to a successful conclusion.

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