One of the hardest things to talk about in a sales conversation is money. This is such a difficult topic because it does not always come up naturally in the conversation, nor do a lot of people like talking about it in general. When it comes to talking about money a lot of sales people rush this and try to do it to early. One technique to bring up money is to get a range that they are willing to spend. This is an easy way because they do not need to give you an exact number. This is often difficult for them to come up with, or they do not want to disclose all of their numbers to you. A similar tactic to this is to get a threshold. This means getting a maximum or minimum price that they are willing to spend. A third method would be to just ask them for a real number. This may seem very up front, and it is, but if they are willing to tell you then all of the confusion and mind games can be put aside. Once the price is found you must be willing to go for no. This means that if your prices don’t align don’t try to force them into something they don’t want. Just thank them for their time and tell them you don’t think it will work out. If they say to hold on then you still might have a sale.
BoweryJE22 2 thoughts on “Budget Techniques”
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I love the point you made about money not coming up in conversation naturally all the time. Sometimes it does when a client is considering their options and will go with whatever one is the cheapest they will go with. You do not want to give an exact number because at the end of the day the client will pay more if they feel comfortable with you as a salesperson.
Budgeting is such a difficult thing to talk about. It is uncomfortable and vulnerable. Making it as comfortable as possible with providing ranges and asking their desires makes it so much better. I like this insight on the topic.