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Sales Training London: Money's Not a Problem Ever Had Deja Moo

Written by: Marcus Cauchi

Article Overview: When a prospect says to you, "Money's no problem," does your smoke detector go bananas? It should. It seems that people for whom money is "not a problem" are the ones who don't have a budget for your product or service; or if they do, they haggle the most over price.

Sales Training London: Money's Not a Problem Ever Had Deja Moo

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

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Article Tags: ball park figure, budget, product, prospect, sales cycle



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What? - Problem fixed. Never mind!


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