What if your prospect asks for references before they buy?
There’s a need to identify whether the reason they’re asking for references is that they’re serious about changing their situation or if it’s just their way of pushing you away.
So instead of simply agreeing to their request, start probing by asking the right questions. With the right qualifying questions, you’ll be able to figure out whether they truly have a plan to follow through with you.
I roleplay this situation with the right kind of questions you need to ask in this episode. So if you ever have an encounter like this one, then you’ll know exactly what to do.
Hit that play button now!
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