learning to discuss budget

When you are a salesperson you might be trying to avoid discussing the budget until you are ready to. However, this is not always possible, as the budget might be a very important thing for the customer. So to counteract this you need to be able to be comfortable discussing a budget in a way that you want to. you want to discuss the budget in a way that allows you to still find their pain point and if the budget is their pain point then you are free to discuss it how you want. You want to be honest about the cost of your product and you don’t want to seem like you are avoiding it or trying to hide it from them. Honesty is a very important part of discussing a budget because it is a very sensitive topic for both you the salesperson and them the customer. there are a number of techniques to help you get to a number that you can work with

These include:

• get a real number – have them give you a direct number to work with 
• get a range – get a range of prices to work with
• get a limit – get a price that they cannot go above 
• ask them questions about possible prices to see how they react. 

All of these techniques help you get to a price that you can work off of when discussing the budget of the customer. Once you get the price you can continue with the sales process, but until you don’t try to push it on them, and be honest and fair when discussing the budget.