Day 241: After security and pricing are approved, a VP says they need…

Tip — Day 241

After security and pricing are approved, a VP says they need three customer references before signing. The request may be a real risk check—or a polite delay. Clarify the proof they need before arranging calls: “Happy to help. What specifically do you need to hear from a customer to feel comfortable moving forward?” The answer turns a generic reference request into a specific concern you can address. 🎯 Try this today: Pick one deal with a proof request and paste this question into your follow-up draft.