Your client is interested in what you are selling and now you earned the right to talk about the budget, how are you going to approach it? sometimes, cost is a big issue, so during a budget discussion, create a true assessment of the real pain of the prospect, and give the prospect’s perception that your solution can solve that pain and is worth the cost. here are some examples of opening questions to talk about budget:
1. Sometimes cost is a big issue. On a scale of 1-10 with 10 being a high degree of sensitivity, where would you rate your company in terms of how important cost is in this whole effort?
2. Have you thought about what something like this might cost?
3. What if you did nothing? Would you see costs showing up in other places?
4. What is your internal process for getting contracts approved? (this will tell you about key money-related decision-makers)
Budget is hard to talk about, but always remember, the key to having a successful budget conversation is to get a real number, get a range, and get a threshold.
BoweryJE22
You did a great job explaining what the strategy of using two irrational questions is. I also really like how you explained the benefits of each question and how they change the mindset of the prospect. These questions are useful tools to keep a conversation positive while also targeting the key pain.
These two questions were interesting to me when they were brought up in class. Clarity is important to all salespeople and these two questions get to the root cause behind a person’s perception of any topic.