The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

It can be frustrating for prospects to ask to speak to your current customers, and it can leave you wondering, "Should I Give Client References?" It can be tricky to balance this need, because you don't want your current customers, the ones you've developed into raving fans, to be constantly bombarded by prospects. Root cause Throughout the process, your prospects are trying to determine whether you're a good fit and whether you can truly help solve their problem. I recommend that you develop a wide base of people that can give you good support. But let's address the root cause of how your prospects got to this point. In my experience, it's because they don't have confidence in you as an organization, so they are seeking third-party validation. They don't want to make a bad decision. Put yourself in your buyer's shoes. His job or his reputation may be on the line. His company may not have a lot of money, so they can't waste it on buying the wrong product or service. Diffuse risk This issue usually traces back