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Refer to This

Refer to This

The next time a prospect asks for references:

• “Every person I give you will rave about me. What is that going to prove?”

• You probably don’t have a trusting relationship if the buyer needs to seek validation elsewhere.

• “Sure, but can you give me references, so I’ll know that you pay on time, meet your deadlines, fulfill your accountabilities?”

• “If we get to the stage where you’re about to accept one of the options in my proposal, and you still need references, I’ll provide them, how’s that?”

• “Mercedes, Bank of America, and Pfizer didn’t need references, but if you do, do you want to talk to them?”

Baseline: References are just silly, an excuse to delay things or an indication that the buyer still doesn’t feel comfortable with you.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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