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Sales Training London: Money's Not a Problem Ever Had Deja Moo
Written by: Marcus CauchiArticle 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.
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Free Download - Sales Training London: Why Aren't You Making R.E.C.O.N. Calls to Your Customers to Keep Them By Marcus Cauchi |
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
Article Tags: ball park figure, budget, product, prospect, sales cycle
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About the Author: Marcus Cauchi RSS for Marcus's articles - 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. Click here to visit Marcus's website How to Eliminate Your Excuses For Failing in Sales Sales Training London Fail Your Way to Success in Small Business Sales Training London How to Fail Your Way to Success in a New Business Sales Training London Are You Staying The Right Side of the Trouble Line Sales Training London A Geek Tragedy Is This You in the Sale |
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