Great salespeople know finding the budget is a key piece to winning the order. Price is the monetary value we place on the product or service we sell. It is important to know what our customer is willing to pay for the solution to the problem they are trying to solve. Once you, great salesperson, understand the problem the customer has then get on about finding the budget.
Talking About Money
How do you feel about money? Great salespeople are well within their comfort zone discussing the budget with the customer. They understand the value of their solution to the customer’s problem. And they have the skill to lead the discussion. My mentor, Jim Wilson, would say to a prospect: “At some point we are going to need to talk about money. Why not do it now?” A more sophisticated approach is the one Neil Rackham describes as SPIN Selling. We all know it is better to understand the customer’s budget early in the sales process….