In class we discussed how budgeting is a tough topic to talk about in a sales situation. Professor Sweet also had some good tips on how to bring up the subject in a sales conversation. He also had some good points for how to deal with it if it came up. I just wanted to add a couple points to what we already discussed.
The first is believe what you’re selling is worth the price. You can hear when salespeople are not confident in their prices. These people talk about price like it is a dirty word. If you truly believe in what you are selling you can sincerely make it seem like what you are selling is a good deal and is priced fairly. If you think your company sells junk, then you will not be able to sell the prospect on the product or the price.
The second is to know your stuff. When you can’t give an immediate answer, buyers gets suspicious. If they ask about pricing you should be able to give them price ranges right off the bat. There is the exception to if you are selling a service that the price depends on what you do but in this case then you are able to walk them through situations that would increase or decrease the price.
The final tip is to be upfront. Being able to get to the budget question earlier in the sales process is key. If you take to long to get to price and then discover that they are not able to pay a certain price. Then you have wasted more of your time and their time.
BoweryJE22
I agree. It can be so frustrating when you’re on the fence about an item, and the salesperson is hesitant to tell you a price or doesn’t know everything about a product. It definitely has a negative effect that usually ends with me not purchasing from them because I’m concerned that I’m missing vital information.
I have had so many experiences where a salesperson got fidgety when mentioning price or budget, and immediately it makes me want to back out. It is so critical to NOT do this as a salesperson, and these tips are extremely helpful to make a prospect comfortable about talking through money questions.