Money is a difficult topic for many salespeople to handle with a prospect. Some salespeople buckle and collapse with large discounts while others simply avoid the topic as long as possible. As a sales manager, there are few things as uncomfortable as watching one of your salespeople crash and burn when qualifying money. Lee Salz offers a good article on Salesopedia covering this topic. Salz cuts right to the bone on why this topic is so critical: If you don’t believe you are providing a fair, competitive price for the solution, my question is why are you presenting it anyway? One would hope that you have integrity so why present… Read More
Continue ReadingThe Toughest Topic To Qualify-Money
It’s not really when you know how to do it. Unfortunately, many salespeople have a distinct weakness when it comes to even broaching this topic with a prospect. This weakness leads to compounded expenses in that the salesperson will typically invest time and resources on a prospect who will disappear at the first discussion of price. Many salespeople are aware of this fact so they deem it best to avoid the money topic all together with the hope they can persuade the prospect with an extended dog-and-pony show. The entire sordid affair feeds upon itself. The costs here can be enormous. I’m of the belief that a salesperson’s greatest asset… Read More
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