How to Handle the References Stall
Mr. Inside Sales
JULY 31, 2015
How do you handle it when a prospect asks you for a reference? Do you dutifully provide them with a list of clients they can call? And, if you do, how many of your prospects actually call those references? More importantly, do those prospects that call references ever close? In my experience when a prospect asks me for references they rarely – if ever – become clients.
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