will also receive more objective information from your customer, as they may not want to hurt your feelings. Many times you become too close to your customer. Although they may like you and respect you, there may have been some things you didn't do that they may feel reluctant to say to you directly. Most times, they will tell a third party of the issues they had with your company, even though they may be minor. ThReferrals & References The easiest way to prove your credentials in any B2B sale situation is through referrals and references. Obviously, if you can have someone refer you to a colleague, a friend or even a competitor, you walk into that door about five steps ahead of anyone else. If any of these referrals have a similar problem to the one you just solved for your customer, there is a 90% chance you will get business from this person and company as well.

Most of us do not get referrals often enough, and many sales reps don't even ask for referrals at all. There is a simple way to do this, and really all it takes is the ability to ask. If you have and your company has performed well with your customer, and you have solved the problem you said you would, then simply ask your new customer for a referral. Start with one, and see how it can compound from there.

If your customer cannot give you a referral, the least you should be doing is asking for is a reference. Again, most companies and sales reps do not do this often enough either. There is a simple method of doing this also, but mostly it boils down to asking, and within the reference, discussing how you solved this customer's problem with your solution. You also need to receive their permission to use them as a reference.

One of the better ways to do this is to have a third party interview your customers. This does two things. It builds credibility with your customer, because you have "hired" a third party to interview them. Almost everyone I have interviewed for someone else has been very impressed by their vendor doing this.

The third party will also receive more objective information from your customer, as they may not want to hurt your feelings. Many times you become too close to your customer. Although they may like you and respect you, there may have been some things you didn't do that they may feel reluctant to say to you directly. Most times, they will tell a third party of the issues they had with your company, even though they may be minor. Th

90% chance you will get business from this person and company as well.

Most of us do not get referrals often enough, and many sales reps don't even ask for referrals at all. There is a simple way to do this, and really all it takes is the ability to ask. If you have and your company has performed well with your customer, and you have solved the problem you said you would, then simply ask your new customer for a referral. Start with one, and see how it can compound from there.

If your customer cannot give you a referral, the least you should be doing is asking for is a reference. Again, most companies and sales reps do not do this often enough either. There is a simple method of doing this also, but mostly it boils down to asking, and within the reference, discussing how you solved this customer's problem with your solution. You also need to receive their permission to use them as a reference.

One of the better ways to do this is to have a third party interview your customers. This does two things. It builds credibility with your customer, because you have "hired" a third party to interview them. Almost everyone I have interviewed for someone else has been very impressed by their vendor doing this.

The third party will also receive more objective information from your customer, as they may not want to hurt your feelings. Many times you become too close to your customer. Although they may like you and respect you, there may have been some things you didn't do that they may feel reluctant to say to you directly. Most times, they will tell a third party of the issues they had with your company, even though they may be minor. Th

a referral. Start with one, and see how it can compound from there.

If your customer cannot give you a referral, the least you should be doing is asking for is a reference. Again, most companies and sales reps do not do this often enough either. There is a simple method of doing this also, but mostly it boils down to asking, and within the reference, discussing how you solved this customer's problem with your solution. You also need to receive their permission to use them as a reference.

One of the better ways to do this is to have a third party interview your customers. This does two things. It builds credibility with your customer, because you have "hired" a third party to interview them. Almost everyone I have interviewed for someone else has been very impressed by their vendor doing this.

The third party will also receive more objective information from your customer, as they may not want to hurt your feelings. Many times you become too close to your customer. Although they may like you and respect you, there may have been some things you didn't do that they may feel reluctant to say to you directly. Most times, they will tell a third party of the issues they had with your company, even though they may be minor. Th

solution. You also need to receive their permission to use them as a reference.

One of the better ways to do this is to have a third party interview your customers. This does two things. It builds credibility with your customer, because you have "hired" a third party to interview them. Almost everyone I have interviewed for someone else has been very impressed by their vendor doing this.

The third party will also receive more objective information from your customer, as they may not want to hurt your feelings. Many times you become too close to your customer. Although they may like you and respect you, there may have been some things you didn't do that they may feel reluctant to say to you directly. Most times, they will tell a third party of the issues they had with your company, even though they may be minor. Th

will also receive more objective information from your customer, as they may not want to hurt your feelings. Many times you become too close to your customer. Although they may like you and respect you, there may have been some things you didn't do that they may feel reluctant to say to you directly. Most times, they will tell a third party of the issues they had with your company, even though they may be minor. These become very helpful in building the relationship with that customer.

Another terrific way to get into see a prospect is through one of your partner companies. If your company is associated with OEM's, or uses partners to help develop business or implement solutions, then use these resources to help you open doors for you.