"Don't Get In The Way Of Your Sale!" — Business Management Daily: Free Reports on Human Resources, Employment Law, Office Management, Office Communication, Office Technology and Small Business Tax Business Management Daily
One of the issues that salespeople struggle with while dealing with the prospect's budget, is the affordability of their product or service. Salespeople who sell a product or service that they can't personally afford frequently have a subconscious block which prevents them from talking about money. Also, because their product is too expensive for them, they are unaware that they assume it's too expensive for their prospects. A good rule of thumb to remember: Never look in your prospect's pocket.
You're selling BMWs and the average price is $55,000. Besides the company car, which costs you nothing, you own a ten-year-old Chevy, worth a thousand dollars. Your prospect wants the car badly enough to move to the budget discussion, but you choke. Why? Because you think that spending $55,000 for a car is extravagant. Your customer empathy shows all over your face and suddenly the only thing in the way of making the sale is you. Don't project a poor self-image to your prospect. Get out of the way of the sale! Let your prospects buy your product or service because it satisfies their compelling reasons. Learn that, and you'll go to the bank more often!
When your prospects are ready to buy your product or service, it's not rude to talk about money. In fact, it would be rude not to.
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