Secret: Prospects Have Money


Spend time discussing money or a budget with your prospects. In every sales process, sooner or later it is going to become an issue. Therefore, why not get it freely out on the table early in the sales process? By doing so, your prospect cannot use it as a weapon against you late in the sales process or at closing time. 

Often, prospects miss the point or get sidetracked over the issue of a budget or money. The price of your product, your competitor’s pricing, your commission or your company’s payment terms are irrelevant. The only thing that is relevant is whether your product or service provides a solution that is less costly than having the prospect’s problem remain unsolved.

Leadership vs. Management

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