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Mid-Week Sales Relief - No Budget, No Sale!
| Guest post by: Graham |
Article Overview: Mid-Week Sales Relief, is a weekly sales tip for Business Development Professionals and Salespeople. Short insight full sales tips each week to help you be more successful and make more money!
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Free Download - 3 Powerful Excuses for Maintaining Mediocrity in Your Sales Hiring By Graham |
Mid-Week Sales Relief - No Budget, No Sale!
No Budget, No Sale! How much time, effort and money could you save if you covered all the money issues - How much money does the prospect have in their budget? where did the budget come from? where is the money coming from? and how are you going to get paid? long before you even thought about giving a presentation?
Recently, I had two occasions when I had a salesperson come to my home to sell me a product, I always watch to see how they sell their products and in both cases the salesperson did not talk about the money side of things before they presented their products. I guess they were hoping that their presentation will have been so impressive, that I would be willing to pay what they want for the products. The money or price was only brought up after the presentation and when I said "I don't have that in the budget" the price started to tumble down very quickly.
Most salespeople wait until the end of their presentation to bring up price or other money issues. This strategy creates two common problems:
1) During the presentation the prospect is thinking, "I wonder how much this is going to cost?" So, while you're reviewing important points in your presentation, the prospect's thoughts are elsewhere.
2) Without knowing what price expectations or budget limitations the prospect has, you run the risk of presenting an inappropriate solution. A solution which is outside of the prospect's budget.
By dealing with money and budget issues early in the sales process, you won't waste time pursuing prospects that can't or won't invest in your product or service.
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Article Tags: Increasing Sales, Sales Help, Sales Tips, Weekly Sales Messages
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About the Author: Graham RSS for Graham's articles - Visit Graham's website Throughout his career, Graham has developed a management style that is consultative and interactive, with a focus on developing, motivating, coaching and training, for management and employees alike. With his engineering background, Graham's approach to business development, sales and management is systematic, following principals that work and produce results. In 1996 Graham established the Sandler Training centre in Cambridge. Graham has helped many companies grow significantly by working with Owners & Presidents to gain control fo the business development department. Graham trained GE Power Control's Top 100 sales people, Top 35 Managers and Sigma Six Commercial Team in 10 European countries. Graham collaborated with Objective Management Group (OMG) to develop a tool which allows company leaders to develop successful sales teams. The combination of the OMG and Sandler Selling system have been adopted by thousands of companies, including Oracle who are utilizing them on a global basis. Graham is also a NLP (Neuro Linguistic Programming) Practitioner, certified by NLP Centres Canada. He helps his clients overcome their fears and barriers to success by reprogramming their throught processes to achieve their personal performance goals. Recognized as one of Ontario's leading sales development experts, Graham is regularly approached to be a keynote speaker at national sales conferences and other major events. He also hosted the "Today's Sales Meeting Minute"® on NewsTalk 570 AM Radio and Your FM, a super concentrated selling and management tip each day, in SW Ontario. Click here to visit Graham's website   3 Powerful Excuses for Maintaining Mediocrity in Your Sales Hiring MidWeek Sales Relief No Budget No Sale |
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