File this under … Qualifying 101. The simple fact is, unless your prospect has the money needed to invest in your product or service … they ain’t much of a prospect. On top of this, you may have several product/service options available and, while everybody wants champagne, some can only afford beer.
I have consistently found two challenges associated with the budget discussion …
- Salespeople are loath to even ask the question
- Prospects are even less excited about sharing the answer
In many cases, salesperson fear is due to the fact that talking about money might be uncomfortable for both them and the prospect. Maybe it seems too forward. Perhaps the question is too early in the sales process. The prospect might say “No”. And, your point is … what? Without that budget you will often find yourself spinning those proverbial wheels. Continue reading “Uncovering A Prospect’s Budget”