How to Handle: “I want to speak to some references.”

Inside Sales Training

How do you deal with the “I need to speak to some references” objection? As you already know, when someone asks for references there is usually something they are not sold on. These four responses will range from the stronger approach of “Do you think I’d give you a bad reference?”

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How to Reference Check Sales Leaders

Sales Benchmark Index

This post is about hiring better sales leaders by replacing the reference check with the reference interview. You can download the Reference Interview template here. It provides the questions we recommend asking a reference when performing due diligence on a candidate.

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How to Reference Check Sales Leaders

Sales Benchmark Index

Article Corporate Strategy Sales Strategy

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Building the B2B Customer Reference Community – Event

Score More Sales

Now there is community and conversations all around the topic of Customer Reference. In fact, there is an International Customer Reference Community Conference coming to Boston in May.

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7 Must-Have Automated Documents for Sales Success

references and make a compelling business case for renewal with. The 7 must-have automated.

Top 5 Reasons Sales Prospects Ask for References

Understanding the Sales Force

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.

How to Handle the References Stall

Inside Sales Training

How do you handle it when a prospect asks you for a reference? 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. But still, in my experience, references don’t help close the sale. That’s why more than half of prospects who ask for a reference don’t ever call them.

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Do “Refer a Friend” Programs Actually Work? Absolutely! Sometimes.

No More Cold Calling

” We grab every coupon and sales ad we can find, use Groupon for deep discounts on special events and luxury services, and take advantage of “refer a friend” offers any chance we get. I know many companies offer discounts or monetary rewards when customers refer a friend.

A Powerful Tool To Reference Check Consulting Firms

Sales Benchmark Index

One critical step is a detailed evaluation of your short list through a reference check. You ask them for industry references or companies similar in size. Sales operations conducts the call; the references sing like canaries for all the firms. What Type of References.

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Give Your Customers a Reason to Refer You

No More Cold Calling

Who better to refer you to a qualified prospect than your current clients who have received a measurable ROI from your offering? Mark Hunter, the Sales Hunter, shares his perspective on giving your customers a reason to refer you. Your customers will tell you why. Just ask.

How to do a Real Reference Check and What Most Sales Leaders DON’T Do

A Sales Guy

To beat the odds requires a solid, progressive, intensive hiring process and part of that process means doing “real” reference checks. What’s a “real” reference check? A real reference check is when you do it yourself! As the CSO, EVP, VP, Sales, it’s your job to build the best team possible and that can’t be done by outsourcing your reference checks to HR. Reference checks are external interviews of the candidate.

Weekly Roundup: How to Respond When Prospects Ask For Customer References + More

The Center for Sales Strategy

> How to Respond When Prospects Ask For Customer References: 12 Strategies — Hubspot. Customer references can make the difference between a closed sale or a lost one. - WHAT'S MOTIVATING US THIS WEEK -. "IN IN ORDER TO GROW BETTER, YOU NEED A CULTURE. THAT PUTS THE CUSTOMER FIRST.". DHARMESH SHAH At Hubspot's Annual Conference , #INBOUND18. WHAT WE'VE BEEN READING THIS WEEK -. > But there's a time and a place to introduce your prospects to your customers.

Sales Quiz: Asking for Referals

The Sales Leader

Referrals are one of the most powerful tools to generate sales. So even why they ask, why don’t sales reps get them? Take the quiz and find out! And for more strategies based on this quiz question, check out the series of articles on referrals posted on www.EngageSelling.com.

Sales Quiz: Asking for Referals

The Sales Leader

Referrals are one of the most powerful tools to generate sales. So even why they ask, why don’t sales reps get them? Take the quiz and find out! And for more strategies based on this quiz question, check out the series of articles on referrals posted on www.EngageSelling.com.

Sales Tips: Before Closing, Refer to this Checklist FIRST

Customer Centric Selling

Sales Tips: The Checklist You Need BEFORE You Close. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of StockImages at FreeDigitalPhotos.net. Have you ever had opportunities in which you won the business without having to close?

Sales Quiz: The Power of Referals

The Sales Leader

Referrals are one of the most powerful tools to generate sales. So why do sales reps not use them more often. Take the quiz and find out! And for more strategies based on this quiz question, check out this article. Video Sales Quiz

Sales Quiz: The Power of Referals

The Sales Leader

Referrals are one of the most powerful tools to generate sales. So why do sales reps not use them more often. Take the quiz and find out! And for more strategies based on this quiz question, check out this article. Video Sales Quiz

Eating Workplace Culture One Bite at a Time – Part 10

Increase Sales

How likely are you to refer a friend to this organization? If your employees will not refer your business to their friends either as potential employees or paying customers, what does that say about your workplace culture? They will not refer a friend just because they are asked to.

Be Proactive When Seeking Sales Referrals – Part 1

Increase Sales

Being referred into a company by someone who is already known and trusted is like winning the Lottery. So I crafted this How-To-Refer-Me-Tool and also provided an Example-How-to-refer-LHS. If you didn’t already download this FREE How-To-Refer-Me-Tool please do so. * * * * *. Sales Communication how to refer me ideal cusrtomers Leanne Hoagland-Smith mid size to small business sales professionals sales referrals strategic planning process

Be Proactive When Seeking Sales Referrals – Part 2

Increase Sales

Down load this FREE How-To-Refer-Me-Tool. * * * * *. Sales Communication forward thinking leaders how to refer me ideal customer sales referrals strategic plan strategic planning processBefore you seek new sales referrals it helps to have crystal clarity as to who is your potential ideal customer. This knowledge comes from several resources: Existing clients. Strategic plan. Marketplace. Existing Customers.

8 Ways to Use Online Reviews to Close More Deals

Hubspot Sales

If a prospect does reference a negative review in a meeting, avoid the temptation to get defensive. For example, if a prospect references a review in which Company X waited two days for a critical issue to be resolved, you might say, “ Yes, I understand your concern there.

Sales Tech Game Changers: Why You Should Incorporate Customer Advocacy in Your Sales Cycle

Smart Selling Tools

Matching CRM opportunity record information to available references and content to “spoon feed” the best, most relevant assets (whether ‘live’ reference calls or ‘static’ like a written case study) for salespeople to utilize when and where they need them.

SalesTech Video Review: @ROinnovation

Smart Selling Tools

I’ll show you how RO Innovation helps you do just that with a tour of their 4 key areas of value, Reference Enablement, Content management, Sales Enablement, and Partner Enablement. Video Reviews Content Management partner enablement reference management RO Innovation Sales Enablement

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How Finding the Common Revenue Thread Simplifies Executive Decision Making

Smart Selling Tools

Well, customer references, testimonials and customer success content play a large role in closing business and securing that revenue. Oh, year-end analysis. How I love thee and hate thee. Let me count the ways….

3 Responses to the "I need references" Objection

SalesGravy

Every so often, prospects will want to speak with someone who is using your products or services just to make sure they are making the right decision. And every so often prospects will use this as a smokescreen objection to stall you and put off m

The Pipeline ? Mine the Gap!

The Pipeline

A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

Build the Front of Your Sales Pipeline ? Score More Sales

Score More Sales

In conversations about managing sales opportunities you need to reference either a pipeline or a funnel to really understand that it takes many more potential deals than what will come to actual closure. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking.

The Pipeline ? Five Bucks To Success!

The Pipeline

A friend of mine affectionately refers to Starbuck as Fivebucks, as he never seems to leave the place spending less than that, but hey it’s coffee, so I get it. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

Earn the Right to More Yeses

Tom Hopkins

Once trust is established and the buyer is satisfied with their purchase (becoming a happy client), it’s time to get some referred leads. Referrals referrals referred leads sales skills sales training Tom Hopkins

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Smart Selling Visions: Up-Close with Top Revenue Leader Jim Mooney, CEO of @RO_Innovation

Smart Selling Tools

However, customer success stories and references are critical for closing new business. Executive Interviews Sales Tools/Product Reviews Forrester Research Intel Jim Mooney reference management ROinnovation sales effectiveness Sales Enablement VMWare

The Sales Association: Are You Prepared to Undo Doubt?

The Sales Association

Question: Lately, new potential customers have requested references from me early in the sales process. It’s important to understand why your customers are asking for references. Simply providing references may or may not address the issue.

Why is Sales Success So Damned Hard - Continued

Anthony Cole Training

Recently, I was referred to an article that addresses the challenges of being successful in selling. HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call?

Jonathan Farrington's Blog ? What Negotiation is ? and What it is not.

Jonathan Farrington

The process refers to how the parties negotiate – the context of the negotiations, the parties to the negotiations, the tactics used by the parties, and the sequence and stages in which all of these play out.

Is a Leads Group Right for You?

The Sales Heretic

A person who is referred to you is five times as likely to buy from you as any other type of prospect because they already have some trust in you based on their friend who referred them. If you’re looking for new prospects, referrals are your best source.

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Great Sales Coaching Will Lead to Great Sales Results

Paul Cherry's Top Sales Techniques

I wanted to share with you a recent sales coaching success story with one of my clients, a seasoned B2B sales professional, who I will refer to as Tom. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

The Science and Art of Selling by Alen Mayer ? Blog Archive ? 50.

The Science and Art of Selling

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Glassdoor Provides Clear View Into Company Workings

Paul Cherry's Top Sales Techniques

Hill Reference Library has chosen Glassdoor as its Business Web Site of the Week. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. → Keynote Speaking. Reinforcement Assessment.

Why Detailed Account Segmentation is 10x More Valuable than TAM

Sales Benchmark Index

Total Available Market (TAM) is a term used to reference the revenue opportunity for a particular product, service, or sector. Today, CMO’s rely heavily on the Total Addressable Market (TAM) metric to inform their strategy. While TAM is helpful in.

Do You Have an Agile Annual Plan?

Sales Benchmark Index

We refer. News flash to all CEO’s. Gone are the days of the 5 year strategic plan. While market-leading companies still typically possess a strategic road map, SBI’s research shows that they have shifted, they have adopted a new motion.

Sell More Through Referrals - A Powerful Way to Grow Revenues

Score More Sales

I shared this story below about how I referred a hair stylist to a friend of mine and how that single referral gave her loyal clients for many years in addition to personal relationships that would be considered priceless. Are you getting regular referral business as a seller?

Improving Sales Skills Through Improv

Funnel Clarity

No matter how many Glengarry Glen Ross references are made in jest, there’s little about B2B sales that is humorous or dramatic. There’s also very little about professional selling that is extemporaneous or done without preparation.

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Using Twitter to Power Your Sales

The Sales Heretic

CNN, ESPN and other media outlets routinely reference tweets on air. With more than a billion accounts, Twitter has changed the social, business and media landscape. CEO’s, celebrities and world leaders tweet regularly. And the term “hashtag” has become part of the modern lexicon.

Why Should I Give You a Referral?

No More Cold Calling

He didn’t give me a business reason to refer him, he didn’t tell me who he wants to meet (his ideal client), and he broke my #1 rule: Never, ever ask for a referral in any digital format. Why Should Anyone Refer You? Referral sales is personal … but it’s still business.