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Sales Training London: Breaking Myths Avoiding Talking About Prospects Budgets

Guest post by: Marcus Cauchi

Article Overview: Many Sales people believe that prospects won't talk about their budget. They avoid talking about money for fear that it will offend or scare off the prospect. The fact is that this is a very poor strategy. Part of sales is money. It has to be discussed.

Sales Training London: Breaking Myths Avoiding Talking About Prospects Budgets

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

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