“Welche Referenzen haben Sie denn?”

Hier ein kleiner Auszug aus dem Newsletter von Art Sobczak (Issue 451, March 27th, 2007) zum Thema Referenzen. Meines Erachtens ein ganz wichtiger Punkt: mit dem Kunden gemeinsam durch den Vertriebsprozesses zu gehen und nicht voreilig wichtige Stufen zu überspringen…

So here’s the process I go through when asked about references.
I ask,

“Sure I have lots of them. Are we to that point yet?”

If they ask what I mean, I say,

“When I provide a name and number of a client, I want to be sure
that it’s a key determining factor in hiring me, and we’re far along
in that process. Just like if and when you become a client, and you
agreed to be a reference, I wouldn’t want lots of people calling you
unless it was the final step in closing a sale.”

At this point they may back off, and we continue the sales conversation.

Or, they might say that we are to that point. Then I ask,

“What would you like to see and hear?”

Oder mit anderen Worten: Sind wir auch immer in der gleichen Phase wie der Kunde?