Getting budget, or dealing with objections around budget and money, are areas most sales reps feel unpleasant in. To start with, I've heard numerous sales reps tell me that bringing up budget or money on a qualifying call is not only unpleasant, but that it's unsuitable as well. They say, "I haven't given any type of value yet, so it's too early to discuss budget!".
My response is that if your service or product is out of a prospect's budget, or if they feel it's too expensive, then it matters not just how much value you give it - they aren't going to purchase from you. That's why it's important to get budget up front - equally as you would with decision maker, timeframe, etc
. And when objections about money or price come up, again, sales reps typically have problem with how to handle it. Actually, many sales reps' default response is to attempt to lower the price instead of either build value or help the prospect find other areas to get budget from.
Below you'll find a variety of ways of both getting budget and asking questions to aid assist you in helping the prospect find the budget. Getting comfortable with frequently asking these questions - both during the qualifying stage and during the close - will allow you to both identify competent potential customers and help you close them.
As you can see, there are a variety ways of not only bringing up or getting clarity around the budget issue, but of also leading your prospect to revealing how and when they can get or find the budget. Have some fun with this and hit MUTE while you get all the answers and options around budget that you need!
Intend to become a successful and skilled hair stylist? Need some suggestions? Why not maximize your odds by understanding some common mistakes made by a majority of beauty salon owners and find out different ways to overcome them!