This post about 3 ways to talk about money starts out with looking at our 7 Step Sales Call Breakdown Checklist:
- Bond & Connect
- Rules Of The Game
- Find Pain
- Learn Budget
- Buying Process
- Close
- Clear Future
We’re going to focus in on #4 Learn The Budget, your sales prospect is working with.
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3 Questions That Make It Easy To Speak About Money During A Sales Call
- Do they have a problem you can solve?
- Can they afford your solution?
- How do they make a buying decision?
When your prospect can answer these questions for you (even if you didn’t directly ask them in this way) then you have the ability to close the deal. Let’s unpack each of the 3 questions to ask about money during the sales call.
Does your prospect have a problem you solve? If the answer to that is a ‘yes’ then it is great to learn more about the problem if you haven’t already had them tell you where they are struggling that you may be able to help them. Depending on your package or solution offer terms, and the needs & desires your sales prospect has begin to match up the problem they stated with a solution and agreement.
For example, let’s say your sales prospect needs a social media pipeline management tool.
They have let you know, they are active on social media. They do message and send messages regularly with Facebook and LinkedIn. The sales prospect sees the value in finding quality professionals and people to connect with inside the messenger and most of their sales appointments come from this method. What they are looking to solve is a way to do it in less time, be far more effective so leads won’t slip through the cracks, and get a highly volume of conversations that lead to more appointments and more sales.
Next we shift to #2… Can they afford your solution?
Realizing They Can Afford Your Solution
When the sales prospect realizes they can afford a solution, it’s a crucial moment in the sales process. They understand that the tool you’re offering can save them time, make their business more profitable, and improve their team’s productivity. Furthermore, they like you, the sales professional, and the tool itself. They can clearly see how well it will benefit them and their team, which is important because it gives the executive decision maker more time to close deals.
Once they recognize the solution, the next step is to determine which package and price point is best suited to their needs. This will help solve the problem that was uncovered in question #1.
Making A Buying Decision
Finally, after carefully considering all aspects of the solution, the sales prospect is ready to make a buying decision. Both you, as the sales professional, and the prospect have agreed that your brand or company is the right fit to solve their problem. You have also determined the ideal price point for them. Now, it’s time to discuss payment options and identify who is best suited to handle the transaction.
How do they make a buying decision?
The agreement method in sales involves listening to the salesperson, summarizing their key points, and asking questions. This can help you understand the product or service and build a positive relationship with the seller. However, it should be used in combination with other decision-making tools, such as evaluating cost, considering alternatives, and assessing the seller’s reputation. What factors do you consider when making a buying decision?
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