Refer to This
Alan Weiss
NOVEMBER 5, 2020
The next time a prospect asks for references: • “Every person I give you will rave about me. What is that going to prove?” • You probably don’t have a trusting relationship if the buyer needs to seek validation elsewhere. • “Sure, but can you give me references, so I’ll know that you pay on time, meet your deadlines, fulfill your accountabilities?
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