Sales training ideas – Building a User List to gain credibility during your Sales Calls.

To help you build credibility and make more sales, you should have a User List to show to prospects. Your User List will simply be one page listing the people, companies, or organizations that use your product. You should be asking all your good customers if you can put them on your User List.

You do not need any phone numbers or even physical locations on this list. You will simply list the companies you are doing business with. The objective of this list is to show the prospect that you are doing business with many companies, and hopefully some significant ones. Obviously, the more prominent companies you can add to the list, the better. 

List the largest company first, then the second largest, and so on down the line. Have a large user list that includes all your active customers, and if you have a large number of customers, have a small or partial user list that includes only your key customers. 

The most common place for the user list is in proposals. However, as with your testimonials and your references, you want to have this list with you on all sales calls just in case you need it to build some credibility.  

The following is an example of a user list:  

Chapin Enterprises

This is a partial user list. Chapin Enterprises does business with approximately 80 percent of the New England market. All Chapin Enterprises equipment is manufactured, installed, and serviced by Chapin Enterprises. Chapin Enterprises also has the largest service organization in the industry.

This means you will have all the experience you will ever need at your disposal to maximize your business’s efficiency and profits. It also means you will receive first-rate service from a company that can make things happen quickly for you.

Partial User List 

Autoworkers Bank

Smithville Bank

Jamestown Savings Bank

Waters Savings Bank

Massachusetts National Bank

Bay County Savings Bank

Crowley Savings Bank

Charles River Company

Colony Bank

Curtis Savings and Loan

Dominion National Bank

Northeast Bank and Trust Company

Forest Bank

Harvard Bank

Harvey Federal Credit Union

Leadership Bank

Lancaster Bank

Lincoln Five Cent Savings Bank

Middletown Savings Bank

Stone Bank

North West Savings Bank

Worcester Bank

Steel Workers Bank

Wellington First Federal Credit Union

Xavier Bank  

Note: Notice that we also used the user list to highlight some features and benefits of Chapin Enterprises.