Written by Thomas Norris
The Art of Timing: When and How to Request References for Maximum Impact
As a sales professional, you know that having a pool of references is essential to success. Whether you’re looking for a competitive edge or simply want to make sure you’re prepared with the right information, having references can help to close more deals. However, it’s not just having references that matters – it’s also about when and how you request them. The art of timing is key when it comes to making sure your references have maximum impact.
Timing is everything in the sales world, and it’s no different when it comes to requesting references. You want to make sure that the references you request are timely and relevant to the conversation. For instance, if you’re discussing a particular product or service with a prospective customer, you should ask for a reference that can speak to the specific benefits and features of that product or service. This will demonstrate that you’ve done your research and that you’re serious about the conversation.
Another important factor to consider when timing your reference requests is the context of the conversation. If the conversation is focused on a specific issue or problem, you should request a reference who has experience in that particular area. This will show the customer that you are knowledgeable and have a solid understanding of the issue or problem.
The timing of your reference requests also depends on where you are in the sales process. For instance, if you’re in the early stages of the process, you should request references that can speak to the advantages of the product or service you’re discussing. On the other hand, if you’re in the later stages of the process, you should focus on references that can speak to the quality of service or the value of the product.
Additionally, you should also consider the timing of the reference when making your request. If the customer is looking for a quick decision, you should request a reference that can provide the information they need in a timely manner. On the other hand, if the customer is looking for more detailed information, you should request a reference that can provide a more comprehensive explanation.
Finally, keep in mind that when it comes to requesting references, it’s not just about timing – it’s also about how you make the request. Make sure to be polite and professional when requesting references. You should also make sure to explain why you’re requesting the reference and how it will benefit the customer.
By following these tips, you can make sure that your references have maximum impact. Timing is key when it comes to requesting references, and by following these tips, you can make sure that you’re making the most of your resources. Doing so will help you close more deals and give you the competitive edge you need to succeed.
In order to make sure that your references have maximum impact, it’s important to consider the timing of your request. Pay attention to the context of the conversation as well as the stage of the sales process. Additionally, make sure to be polite and professional when making your request. By following these tips, you can ensure that your references have maximum impact and help you close more deals.