Selling Boldly

20How to Use Testimonials Internally to Change Your Mindset and Your Culture

So, now you have your testimonials.

What will you do with them?

How do you use them?

In Chapter 30, I show you how to sell with them, externally.

In this chapter, I talk about how to use them internally, with your colleagues and staff members, in order to create the mindset shifts discussed in Part II. Here is how to leverage the testimonials you get to turn fear into confidence, meekness into boldness, and pessimism into optimism.

The point of all of this—talking to customers, obtaining testimonials, and having them read and review them regularly—is for you to understand and believe how good you are. Because knowing how good you are is key to making the mindset shifts needed. Once you begin to believe how good you are, and you start making some of the key mindset shifts we've discussed, you can start behaving accordingly and taking the simple but systematic actions discussed in the next part of this book.

Who Should See These Testimonials?

The short answer is everybody. There is nobody at your company who would not benefit from this kind of incredibly positive feedback from happy customers. The customer‐facing people and those in the office would benefit in amazing ways, and those are who this chapter is about. But what about the folks in the manufacturing plant? Or in the warehouse? Or the good people in the shipping department? Or the people on the receiving dock, or the quality control folks? ...