<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=577820730604200&amp;ev=PageView&amp;noscript=1">

Last week I received a call from an entrepreneur. He’s got a successful business, and he just started a new business. This entrepreneur called to ask me to help him with one question he had about providing references to a big prospect he was close to closing. I mentioned a couple posts about providing references, and he replied that he had read all of them.

In the middle of the sales process, this entrepreneur-salesperson mentioned to his prospective client that he could provide references of big, reputable companies should they require them. As they approached the time to decide, they asked him to provide those references. His problem is that his new business doesn’t have the references he casually mentioned to his prospective clients.

I don’t know the person I am writing about here. But I don’t think that he is guilty of malice aforethought when he promised to provide the references he didn’t have. I suspect he was caught up in the moment when he made that promise.

I didn’t have a lot to offer the caller in the way of helpful ideas. The best I could do was to tell him that I would tell them the truth, that I didn’t have any references from this new business, but that I have plenty from my existing business that could vouch for my character. I told him that he could also make them a special deal to avoid the risk of being his first customer in the new business if they needed greater assurance than references from his other business.

It’s important not to make promises casually. You may not believe that the promise is a big deal or that you are going to have to keep it. But your prospective client is likely to remember.

You never want to start a relationship with a lie. There is no business that is worth gaining if you have to lie to obtain it. Even little white lies.

Sales 2015
Post by Anthony Iannarino on August 17, 2015

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

ai-cold-calling-video-sidebar-offer-1 Sales-Accelerator-Virtual-Event-Bundle-ad-square
salescall-planner-ebook-v3-1-cover (1)

Are You Ready To Solve Your Sales Challenges?


Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

Solve for Sales

Join my Weekly Newsletter for Sales Tips

Join 100,000+ sales professionals in my weekly newsletter and get my Guide to Becoming a Sales Hustler eBook for FREE!