Providing referrences objection

Another basic question... when a prospect asks you to provide referrences what do you say?

Quote:

Originally Posted by Newbie

Another basic question... when a prospect asks you to provide referrences what do you say?

Do you have any potential references? Previous satisfied clients? Or maybe your company has some for your products/services?

Quote:

Originally Posted by RainMaker

Do you have any potential references? Previous satisfied clients? Or maybe your company has some for your products/services?

I'm sure the company can provide referrences.

Sometimes I get the feeling that the request really isn't about referrences but more about lack of confidence in me.

I've asked my sales manager and she thinks "my" lack of confidence might be the issue. If that's true, what would be a good response to, "Can you provide referrences?"

Quote:

Originally Posted by Newbie

If that's true, what would be a good response to, "Can you provide referrences?"

Maybe the best defense is a good offense.

Find out why "you" are lacking in confidence or conviction.

"When the man is right the world is right."

Quote:

Originally Posted by Calvin

"When the man is right the world is right."

Amen brotha'

Quote:

Originally Posted by RainMaker

Do you have any potential references? Previous satisfied clients? Or maybe your company has some for your products/services?

I tell prospects that I practice 100% confidentiality and never provide testimonials and references.

I tell them that two intelligent people can decide in 30 minutes whether or not they have a mutually beneficial basis for working together, and in my interpretation asking for references means something like this:

"I'm such a dumb stupid ******* that I can't even make a business decisions without relying pieces of paper that are written by someone I don't know on a topic that is not relevant to me."

"Mr. Prospect, I prefer not to work with business weaklings who need third party assurance to compensate for their own inability to make decisions about their own businesse and their futures. I respect that you need references, and I'm certain some other consultants will give it to you. I don't."

Most prospects back off when they realise I'm willing to walk away.

Being willing to walk away from business is probably the best sales strategy I have ever learnt, but sire it takes balls.

Quote:

Originally Posted by Newbie

Sometimes I get the feeling that the request really isn't about referrences but more about lack of confidence in me.

Quite possible... however just as often the client might lack confidence in their own decision making ability and use this objection as a stall.

Quote:

Originally Posted by Newbie

I've asked my sales manager and she thinks "my" lack of confidence might be the issue. If that's true, what would be a good response to, "Can you provide references?"

If that's true, aren't you looking in the wrong place to solve your problem? You need someone to help you examine what it is you are doing that creates the lack of confidence your prospects have in you.

It's a tired cliche, but I'll say it anyway: You can't put toothpaste back in a tube. I notice a tendency among struggling salespeople to look for closes and magic sound bites and phrases that will somehow rescue them from ineffective conversations with prospects.

I agree with the replys here. Get your sales manager to help you with that customer confidence issue. It is the most important issue in personal selling. You have to be able to identify conditions of mutual trust and respect before you can move forward with a prospect.

Quote:

Originally Posted by Bald Dog

Being willing to walk away from business is probably the best sales strategy I have ever learnt (sic), but sire (sic) it takes balls.

Bald Dog, your post is hilarious. As a guy who studies strategy in its purest form, I think positioning yourself to be able to walk away from business can be excellent strategy. But there are more factors involved in doing that than just attitude. In your case, I have to confess, I like your attitude. Whether or not you actually say those things, or just fantasize about saying them, there is an element of revelation in your advice.

Quote:

Originally Posted by Bald Dog

I tell prospects that I practice 100% confidentiality and never provide testimonials and references.

When considering whether or not to use the services of a Network Administrator wouldn't it make sense to check his/her referrences? When considering whether or not to use the services of a business management consultant wouldn't it make sense to check his/her referrences? And the list goes on...

Personally, I think hiring a given company to perform any substantial service and "Not" checking referrences is "irresponsible".

Providing referrences objection

Sales Resistance Forum