Prospect Budgets

Prospect Budgets

Identify if they can pay early in the sales process! There’s one more important lesson before we leave the Sales Diagnostics Unit and that is being able to identify your prospect’s budget. While many salespeople are hesitant to discuss money with a prospect or just plain do it poorly, in this valuable lesson you’ll learn how to turn talking money with a prospect into a positive that can actually pave the way to a successful sale.

Topics in this lesson
  • Identify your and your prospect’s attitude and beliefs toward money
  • The 4 main reasons why sales people are uncomfortable discussing money or do it poorly
  • Why it’s important that you take the time to discover the financial impact a prospect is feeling
  • Determine what the prospect is willing to invest to eliminate the pain
  • Talk about prospect budgets in the right way
  • Create budget questions specific to the industry and then add them to your Interview Sheet
  • And much more
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