A challenging portion of the sales process is the budget discussion. There is a balance between talking too much about budget, because then your personal feelings about money may seep into the conversation, and avoiding the budget conversation, which may surprise the client and lose the sale. I know from my own buying experience, that clients lie. I emphasize my financial situation, fein interest in the seller’s small talk, and misconstrue my budget. In class, Professor Sweet said in order to avoid tricky clients, you need to get ahead of the budget conversation, and in doing that, it is much more difficult to be moved by the client in this way.
By fisherjr23
BoweryJE22 3 thoughts on “The Dreaded Money Discussion”
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It’s true that while money conversations can be uncomfortable and nerve wracking to initiate, they must be had. You are definitely right in that getting ahead of the budget conversation as the salesperson will help you greatly in not losing control of the interaction, and also in presenting the questions in a way that is casual and comfortable for the other person. Great post!
It is important to save talking about the budget last and keep the conversation personal and centered on the customer’s pain. This does bring up a good question: How do you sell to people who want the price upfront?
By openly discussing budgetary concerns, businesses can tailor their offerings more effectively and build trust with their customers. This shows a commitment to meeting the customer where they are at. Talking to customers about their budget is very important for understanding their financial constraints. With this information a salesman can offer the most suitable solution.