Sales Blog for Sales and Sales Management

One of the most common objections at time of presentation is money.  The prospect has to crunch numbers, look it over, run it past someone, take it to, etc.  All of these objections may be true but underneath all of them is the issue of money.  An objection at time of presentation is a clear indication that during the sales process the sales person failed to discuss budget. The reasons are many and are good for other posts. For today, I want to provide you a suggested 'technique' to make sure that you don't get this objection at time of presentation.  The dialog might sound something like this.

"Multimillion dollar problems are not solved cheaply nor are they solved well by the lowest bidder.  Based on what we've discussed so far today about the problems you have to overcome and the outcomes you are trying to achieve, your solution is normally going to cost you ______ dollars, ________ time and ________ investment of resources.  My guess is that you've thought about this and this investment of money, time and resources is either more than you thought or less than you thought.  My job is to provide you the right solution to your problems and help you make the numbers work.  How do we proceed from here?"

Clearly, this will help you get into the discussion around money, time and resources without feeling like you are putting pressure on someone.  And normally, that is the reason sales people fail to ask about money. It is a record collection.  It makes them feel uncomfortable so they just ignore the conversation until time of presentation.  And then it's too late.  You have to work too hard to recover and now make a solution fit the budget.  This often leads to a 'no sale'.