Sell Your Record of Success
While past performance is not a guarantee of future performance, it is the best predictor. Sell your track record to the customer.
Source: Dean Goettsch, sales trainer
Talk about your successes and the benefits your other customers experienced. But also talk about the problems you've encountered along the way and what you did to overcome them.
Strictly talking about successes can create a rose-colored picture and might raise some doubt within prospects. A balanced discussion that examines your successes and how you quickly resolved problems will give the customer a good idea of what they can realistically expect and help raise their comfort level with you.
Your straightforward manner also increases the likelihood of getting the sale.