Let’s Talk Money


Discussing a product or service price can be a difficult topic for some.  Sharing the cost of an item is much like telling your friends what you received on a test you took in grade school.  You only want to tell them if you received a high score.  If you had a low score on the test, more than likely you avoided the question or even lied.

Now that you are in the professional world, companies flourish in their industry by revenue.  To me, money then is a very important subject.  If your sales team struggles to identify a prospect’s budget, how can sales be closed quickly and efficiently?  By discussing money upfront, you can avoid the long sales cycle.

The next time you are interviewing sales reps, listen for them to discuss the compensation plan.  This will be a good indicator as to whether or not they understand the importance of money.

Leadership vs. Management

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