What is a key question to ask when a prospect asks for references to ensure they are serious?

• A. When would you like to talk to them?
• B. Can I email you generic references?
• C. Do you need a formal proposal?
• D. What would you like to discuss with them?

Answer: (D)

When a prospect asks for references, the goal is to uncover exactly what they want to verify and why. Asking what they would like to discuss with the references brings their real concerns into the open and reveals their decision criteria. This helps you tailor the references to their priorities, address their specific worries, and move the conversation forward with credibility. It signals you’re listening and interested in meeting their needs rather than just handing over generic names.

A scheduling question or a request for generic references doesn’t uncover what matters to the buyer and can come across as unprepared or unfocused. Asking for a formal proposal is a different next step and doesn’t directly address the usefulness or relevance of the references. By asking what they’d like to discuss with the references, you align the conversation with their questions and show you’re ready to provide precisely what will help them decide.