A lot of people tend to have a hard time talking about money on a sales call and that has a lot to do with how you feel about money. Some people think money is plentiful and some may think its scarce. Depending on what is in the news can also sway people to feel a certain way about money.
First, when talking about money use terms like investment versus money, spent, cost, etc. The philosophy of this tool is that people feel that they are losing something when it cost them something or if they spent it. But if its an investment then they will feel like they are getting something out of the transaction.
For you to start discussing the appropriate investment at this point on your sales call, assuming you understand your prospects goals and frustration. It only becomes appropriate to discuss the investment if you know what goal your prospect is moving towards, and what frustration they are avoiding or fixing. Something that can helpful is to ask them how they feel about spending x amount of dollars, the goal is to try to understand where they stand on spending this amount of money to fix their problem.
Another important part of the sales call is to let your prospect do the math. If you do the math for them then they will not feel as comfortable with the numbers versus if they did it themselves. Also, know your numbers and by what confines you can work within them. If they do the math and come up with something that is over your numbers than make it seem like a deal even though that, was you price all along. So, let the prospect come up with the numbers at what it would cost to solve their problem.
testacr22
Loved the part where you talk about letting the customer do the calculations. This is a super interesting and imperative idea to understand. If we don’t let the customer make the decision or get too involved we might scare away the customer.
It’s interesting how the words you use to refer to “spending money” can have so much influence on a buyer. I’d be more inclined to “invest” in something than to “spend my money” on something for sure! Good point!