It's important to determine early in your sales cycle if your prospect has a budget or allocation for your product. If the prospect doesn't have a defined budget, he will usually have some expectation of how much your product will cost. Some gentle questioning should get you at least a ball-park figure. If he won't even share that with you, you'll need to say something like: "George, to fix these issues, we're looking at something between five and six thousand pounds. If my product provides the solution you're looking for, do you see yourself spending that kind of money?"
Insist on an answer, for without a benchmark number to work with, you set yourself up for price concessions at a later time. Avoid the future arm wrestling match. Learn to deal with the money up front.
(c)Sandler Systems Inc., 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 (UK Only)
London1.Sandler.com
Sales Training London: Money's Not a Problem Ever Had Deja Moo - To learn more about this author, visit Marcus Cauchi's Website.
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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.
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Marcus Cauchi's
Complete
List Of
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