Budget

Stan was frustrated. He kept getting “shot down on price” during discussions with prospective buyers. He knew he was supposed to talk directly about money issues before making a presentation… but somehow, he never seemed to iron out the details in a way that gave him a clear sense of whether the buyer felt his pricing was acceptable. 

What happens when prospects ask your price upfront before you’ve discussed any aspect of the business? Are they just shopping around, or maybe they don’t see a difference between you and the competitive product?

Learn how to bring up the subject of money and break through the baggage around it. Whether there is tension in you or the prospect, bringing up the budget can raise some uncomfortable feelings. Lauren Valentine will help you learn how to think and talk about money in an adult manner to help you succeed in sales.

Pete Oliver and Dave Mattson talk about executing the Sandler budget step and how to talk about money on the sales call. This Selling the Sandler Way episode is all about how to break our bad budget habits, and effectively talk about money in the right way at the right time of the sales process.

When making a personal purchase have you ever thought, “That’s a lot of money?” How about in a selling situation, have you mentally suggested that the prospect is spending way more than you would on a product or service?

Why do people buy milk or bread or cereal or soda at the gas station convenience store when those items are far less expensive at a grocery store? Obviously, they have a need for the items. More importantly, buying at the convenience store is quick, and you guessed it, convenient. 

When making a personal purchase, have you ever thought, “That’s a lot of money?” Buyers can suffer from sticker shock if they are presented with the price before understanding the value of their purchase.