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Sales Wolf Blog

Why We Refuse To Offer Client References & Testimonials

Posted by Chris Young - The Rainmaker

Sep 3, 2015 9:00:00 AM

Client references & testimonials are a false God.

References and testimonials are used by salespeople to do what they themselves are unwilling and/or unable to do. Sell.

I would go so far as to say that many salespeople (perhaps even most) use the Client reference & testimonial essentially as a "Hail Mary". 

As a business and property owner, I periodically engage potential consultants. I do not request references for three reasons.

  1. I do not know the acumen of the reference / testimonial provider.
  2. The supposed successful vendor strategy that may have worked for that helpful reference-provider may not work for me. 
  3. The Lake Wobegon Effect. - Only the best references and glowing testimonials are shared.

The need for Client references and testimonials is a very bad sign.

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Topics: Sales Process

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