Often it seems that the budget is one of the biggest constraints in sales and can frequently become the deciding factor in whether a deal is made. As discussed in class, developing an effective technique and line of questioning is critical to understanding a prospect’s willingness to pay at different price points. Although it can be a sensitive subject, finding a casual way to ask open-ended questions with which to determine whether a prospect is a good fit for your business’s products or services can go a long way to preventing any shock or wasted effort later down the road in a business relationship. Of the questions that one can ask when trying to determine a prospect’s budget, my favorite is when bracketing is involved and the salesperson asks, “Would you be surprised if I told you that the range varies from ___ to ____ and can sometimes cost ____?” I believe that is highly effective for quickly gauging where a prospect is at and will help you to discern what their intentions are and if that fits their parameters for your product or service. Sometimes, when discussing the budget, it may be necessary to go for no, which although understandably frustrating, can be the best course of action. Get the answers that you need, without placing undue pressure on yourself or the prospect, preserve the relationship, and have a meaningful impact.<\/p>\n","protected":false},"excerpt":{"rendered":"
Often it seems that the budget is one of the biggest constraints in sales and can frequently become the deciding factor in whether a deal is made. As discussed in class, developing an effective technique and line of questioning is critical to understanding a prospect’s willingness to pay at different price points. Although it can […]<\/p>\n","protected":false},"author":3116,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-10395","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10395","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3116"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=10395"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10395\/revisions"}],"predecessor-version":[{"id":10396,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10395\/revisions\/10396"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=10395"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=10395"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=10395"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}