reference requests

Everything is going along great, your prospect seems quite interested, they’ve agreed with your points, accepted your pushback, you got them qualified and you’re heading for the home stretch.

It doesn’t matter if this has all occurred in the last 45 minutes, or if this took place over a series of meetings, calls and months.  

They ask for references.

The best example of doing a lousy job in this area is the salesperson who was referred in, yet still gets asked for references!

How a salesperson handles the request for references is crucial and most salespeople screw it up royally.