If we don't talk money and budget with the prospect we are missing a vital piece of information. Furthermore, a prospect usually has money on their list of questions. If we avoid it they will be wary. This is apparent when we tell the prospect how great our product or service is and they respond, "Sounds good but how much is it?" Head this question off. Talk to your prospects about money and their budget. When done effectively it takes price off your mind and theirs, lets you see if they are able to buy from you, and focus on how your product or service can help, rather than how much it costs.
There are two places that you don't want to deal with price in the sales process. Right at the beginning or the end. If you start off talking price they have nothing to judge your product or service on than how much it costs. That's not good. Allow yourself to differentiate yourself from the competition. The only time it's OK for price to lead is in retail A good time to talk about money is after you've discovered their pains and before you talk about their decision making process. It is an essential part of your qualification process.
(C) Sandler Sales Institute, 2006 Happy selling!
Regards Marcus Cauchi Managing Director S.A.L.T. (Europe) Ltd Sandler Sales Institute, 180◦ From Traditional Sales Training©
Sandler Sales Institute® - Licensed Franchisee Guerrilla Marketing® - Licensed Master Practitioners Mob +44 (0) 7876 616 983 Tel 0845 458 1237 London1.Sandler.com
Sales Training London: Breaking Myths Avoiding Talking About Prospects Budgets - To learn more about this author, visit Marcus Cauchi's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
 Advantages of One-on-One Computer Training
|
| |
The fine art of training employees has become a life-saver for many companies. No longer does training employees need to mean a stuffy room on weekends with leftover donuts and stale coffee. Workers now desire to im...
|
|
You Cant Serve Everybody so Disqualify Most
|
| |
Web content guru Gerry McGovern recently wrote… “Every time you serve someone, you make someone else wait.”
|
|
Sales Training London How Do You Make Money When You Lose the Sale
|
| |
This piece is heresy for many of you. Competition ..... Kill...Kill....Kill
But have you ever considered how much money you leave behind every time you fail to make a sale?
I don't suppose you fancy making money...
|
|
Be It Resolved, Analysts are Worthless
|
| |
 The following email from the head of global equity research at HSBC (my long-ago employer) to London analysts is being called, at least in the U.K., crass and demotivating. I have to confess, I don't actually find ...
|
|
Is Using Past Success In Hiring A Mistake?
|
| |
What is vital for you to learn in selecting a candidate for an open sales position, is how well a candidate will perform in a job like the one you are trying to fill. Often a employment interview will never even tou...
|
|
|
Marcus Cauchi
(Visit Marcus's Website)
Marcus Cauchi is London's first licensed
Sandler sales trainer. 19 years in direct
sales, he's sold physical products,
services and intangibles with varied
success. Over 16 years he left behind over
£56 million in deals he could have won,
but did because he didn't know any
better. He thought you had to qualify for
needs, present the benefits of your
solution, trial close, follow up with a
proposal or further information and the
close. He learned the hard way that when
you "pitch" a prospect lies to protect
himself. When you present and answer his
questions, he'll steal your ideas. When
you close, he'll mislead you or defer to
a higher authority (boss, wife, CFO) and
then when he's got you to document in
writing (proposals) and give away your
confidential pricing, he'll shop that
around your competitors to get the best
deal. When you follow up for a decision,
he'll give you unlimited access to his
voicemail and hide. Marcus teaches
counter intuitive selling. Average clients
increase revenues by 100-1100% in a year.
He's probably not for you though as it's
difficult and expensive.
|
|
 |
|
|
Marcus Cauchi's
Complete
List Of
Sales
Articles
|
|
|
If you enjoyed this article, get Marcus Cauchi's Complete List of Sales Articles For FREE!
|
| |
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
