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What Do You Do When A Prospect Wants References And You Don’t Have Them?

Views: 4894

During needs analysis discussions, it has become apparent that the prospect needs a creative, unique solution to address their challenges.  Your internal team gets together and brainstorms on an approach that would satisfy the needs of the prospect. It’s a solution that your company has never offered to anyone before, but your leadership team is confident that it can be done well.

The prospect is presented with the solution and loves it! However, no one shares that the company has not done this before as the team is afraid that the deal will be lost. The sales strategy was to present the solution confidently, as if it had been done countless times before, and get the deal.

As a final due diligence step, the prospect asks for three references for which this solution has been implemented. Gulp! You don’t have any references for this as it is a new, creative solution.

How will you respond to the request for references given that you don’t have any to offer and have not disclosed that this would be the first time offering this solution?

Can you still win this deal or are you dead in the water?