“_________, when someone asks you for a reference for your company or service, have you ever found that some people never even call the references?” [Let them respond] “And don’t you get the feeling that there is just something that’s holding them back and they just aren’t quite sold on your company yet?” [Let them respond] “Well, since you’ve got me on the phone right now, why don’t you tell me what’s holding you back or what you’re concerned with, and I’ll see if I can answer it for you.”
“I’d be happy to. Now ________, as you might imagine, I’ve got all different kinds of clients using this, so do me a favor: let me know the things that are concerning you, and I’ll then match you up with the right reference who can address those things for you.”
As you can see – when someone asks you for a reference, the most important thing you can do is isolate this stall and get your prospect to reveal what the real concern is. Unless you find out what that is, not only will your prospect not call your reference, but they may never call you back again either…
If you found this article helpful, then you’ll love Mike’s Completely Updated and Revised eBook, “The Complete Book of Phone Scripts.”Now over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money!
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