Have You Allocated a Budget for This?
Paul shows you how this is the worst question you can ask and gives you much more effective alternatives
Paul shows you how this is the worst question you can ask and gives you much more effective alternatives
If you’re serious about updating your selling style to the modern “in control buyer” era, then you’ll seriously want to adopt this concept. But you’ve got to be super confident of your capabilities and have a resounding belief in what you’re selling. Otherwise the concept won’t work for you. If you do then read on and I’ll explain. The concept is to remove yourself from the selling situation if the chances of a successful sale are remote. So: Qualify ferociously upfront. Use the vicar close early “is there any reason…
Have you allocated a budget for this? Loosely interpreted, it means “How much can I charge you?” Which is why many salespeople are reticent to ask the budget question, because they ask it badly, get push back and never ask it again. And that’s wrong because you need to know what you’re working towards. Will you need to discuss the budget with anyone else in the firm? What sort of numbers are you working towards? Is the solution above or below £10,000? Is this a Centre Court solution or a…
