All of our sales training clients in Vancouver, Edmonton, Calgary and Toronto experience the same challenge when dealing with the “What’s your budget” question. The buyer typically says they haven’t set a budget. This leaves the Salesperson feeling frustrated not knowing the next step. Here’s why it occurs and more importantly, how to get some direction from your decision maker.
Sooner or later in the Customer Needs Analysis phase of a client relationship, you have to ask the budget question. For many inexperienced Salespeople this can be a tough. I can still recall the uneasy feeling and tense moment 30 years ago when delivering this question the first few times. After hundreds of sales calls seasoned veterans know exactly how to deal with this situation.
Knowing how to deal with client situations is the core of our online sales training course – The Sales Skills Incubator. It’s entirely video based and has many tips on great sales techniques – check out our free trial.
Dave Warawa – PROSALESGUY