Budget

Learn how to bring up the subject of money and break through the baggage around it. Whether there is tension in you or the prospect, bringing up the budget can raise some uncomfortable feelings. Lauren Valentine will help you learn how to think and talk about money in an adult manner to help you succeed in sales.

Pete Oliver and Dave Mattson talk about executing the Sandler budget step and how to talk about money on the sales call. This Selling the Sandler Way episode is all about how to break our bad budget habits, and effectively talk about money in the right way at the right time of the sales process.

One of the most essential steps required to qualify or disqualify an opportunity is to figure out if a prospect is willing and able to make any investments to move forward.

Budget is one of the hardest topics to discuss with prospects and clients. Most of us are taught that discussing money is impolite or we are just naturally uncomfortable asking questions about finances.

Not all closes need to ask for a hard yes or no. Asking for a firm decision too soon could make the prospect feel uncomfortable or trapped into making a decision right there. You should be: Testing the Temperature.

Every person who buys anything from you has already decided, before they have even met you, what it will cost. Find out if they are being realistic.

You’ll find that with a little practice, it only takes you a few minutes to confirm the investment. Once you make a habit of doing this, you’ll waste less time with unqualified prospects, close bigger deals, and spend little or no time haggling over pricing.

Have you ever given a presentation to a prospect who seemed to be showing you nothing but “green lights” … until you came to the final page of your proposal? As a general rule, that’s the page with the price.

Has this ever happened to you? You’ve had a series of great discussions with a prospect, taken lots of great notes, and you’ve developed the proverbial “killer presentation.” You’ve started to deliver that presentation, and you’ve gotten all kinds of positive signals from the prospect: encouraging body language, words of approval, that kind of thing. Things seemed promising. Then you got to the final slide, the slide everything else was supposed to justify, the price.