The most important question when you do sales is “why?”. This question comes in as a close second:
“What else will it take?”
I think this might be the most effective question, in driving a good sales process, where as little time as possible is spent, figuring out whether or not, you can add value to the prospects business.
You can use it to handle the no budget situation every time. 🙂
In this post I will talk about the most feared sentence in sales, when a potential customer tells you that they do not have a budget.
Spoiler alert, they always have budget, you just haven’t convinced them to use it on you yet. 🙂
One of the most frequent errors we do as salespeople, is to spend time talking about all of the amazing things our company does.
The problem is that prospects doesn’t want to hear about your company and all of the amazing things you do.
Prospects only wants to hear what your company can do for them. If you consistently phrase your value so that customers understands what you can do for them, you will see your conversions skyrocket. 🙂
This post is a part of the basic category. If you are starting up your business you should know, what problem you are aiming to solve.
When you know which problem you are solving, it should be easy to figure out which customers would value having this problem solved the most.
Once you have prioritized which customers would find your solution most valuable, you are ready to start approaching them.